Sr Sales Account Manager

Aspen Technology•Bogota, NJ

69d

About The Position

The driving force behind our success has always been the people of AspenTech. What drives us, is our aspiration, our desire and ambition to keep pushing the envelope, overcoming any hurdle, challenging the status quo to continually find a better way. You will experience these qualities of passion, pride and aspiration in many ways - from a rich set of career development programs to support of community service projects to social events that foster fun and relationship building across our global community. The Role The Senior Sales Account Manager is responsible for developing and maintaining business within Energy industry assigned customer accounts, including consultative upselling of solutions and services. As an individual contributor, you will lead cross-functional teams to formulate client strategies, manage client solutions, and close on strategic client opportunities. The right candidate will be focused on maximizing and increasing the value delivered by AspenTech solutions to our clients by positioning AspenTech's comprehensive software portfolio and implementation services of world leading Engineering, Manufacturing & Supply Chain Management, and Asset Performance Management solutions.

Requirements

Bachelor's degree
Bilingual: Spanish and English
Minimum of 5 years software sales experience or Industry experience in a consultative selling role. Prior sales experience in the oil and gas industry is considered a plus.
Strategic sales thinker - the candidate must be able to see how existing customer solutions can be repeated and leveraged within an industry sector.
Demonstrated track record in solution sales with multi-year achievement against personal quota.
Excellent written and oral communication skills.
Self-discipline and motivation with the ability to set goals that exceed the expectations of the company or manager.
Process industry knowledge. Like, modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions preferred.
Knowledge of asset management and maintenance business processes.
Travel is expected 25%- 50% of time

Responsibilities

Developing business within an assigned region and upselling consulting services directly to assigned customer accounts.
Work with cross-functional teams to formulate client strategies, manage clients and bring to closure strategic client opportunities.
Account and relationship development and management, at all levels in the customer organization.
Articulate solution business value to customers and leads solution development efforts that best address customer needs whilst coordinating the involvement of all necessary company personnel including support, service and management resources in order to meet account performance objectives and customers' expectations.
Demonstrate understanding of the customer's business priorities and initiatives. Discuss relevant trends and priorities integrating industry knowledge and solution knowledge.
Have complete understanding of current usage of AspenTech software applications, white space and competitive software usage within the Account.
Overall strategic account plan, Opportunity Winning Plan, Competitive Displacement Plan and Pipeline Development Plan.
Respond to RFPs, Bid preparation, follow-up, negotiation and closing of sales.
Provide sales and executive management with account updates, sales forecasts, etc.
Achieve quarterly and annual sales quota.
Accurately forecast deals for the quarter and future quarters.