Sr Sales Account Manager

The driving force behind our success has always been the people of Aspen Tech. 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 Aspen Tech is a leading supplier of software that optimizes process manufacturing - including oil and gas, petroleum, chemicals (specialty), pharmaceuticals and other industries that manufacture and produce products from a chemical process. With integrated aspenONE solutions, process manufacturers can implement best practices for optimizing their engineering, manufacturing and supply chain operations. As a result, Aspen Tech customers are better able to increase capacity, improve margins, reduce costs and become more energy efficient.

In addition, the launch of the Asset Performance Management (APM) suite supports corporate reliability initiatives, taking an analytics-driven approach to asset availability. It combines deep process modeling expertise with real time big data to extend asset life and effectiveness. APM enables you to accurately predict and eliminate the root cause of all failures, so the only downtime you experience is the downtime you plan.

The Sales Account Manager is responsible for developing business within an assigned region and upselling consulting services directly to assigned customer accounts. You will work with cross-functional teams to formulate client strategies, manage clients and bring to closure strategic client opportunities. The right candidate will be focused on maximizing and increasing the value delivered by Aspen Tech solutions to our clients by selling Aspen Tech complete software portfolio and implementation services for such products comprising of world leading Engineering, Manufacturing and Supply Chain Management solutions.

Responsible for account and relationship development and management, at all levels in the customer organization. Articulates 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. Coordinate collaboration with solutions consultants, professional services and other key stakeholders.

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 Aspen Tech software applications, white space and competitive software usage within the Account. Ability to challenge customers’ current way of doing business to drive results. Responsible for 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.

• Minimum of 3-5 years software sales experience or Industry experience in a consultative selling role.
• 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…