Sales Account Executive - Energy

The Role

The Sales Account Executive role is directly responsible for generating revenue growth through the sale of Aspen Tech software solutions and professional services. This is a customer-facing role that requires self-motivated individuals with excellent business, industry, and sales knowledge. The Sales Account Executive will use consultative skills to position Aspen Tech software and services solutions with our customers and to renew and grow our business.

The Sales Account Executive will manage assigned accounts and opportunities, maximizing revenue growth and deepening our relationships with customers. Coordinates account resources with representatives from marketing, pre-sales engineering, and development.

Responsibilities:

• Selling:
  • Achieve assigned quarterly/annual sales quota and ideal pipeline for licenses and services in assigned accounts.
  • Effectively manage customer relations through Quarterly Customer Business Reviews and regular customer visits.
  • Articulate solution business value to customers. Coordinate Aspen Tech functional groups to develop and present customer financial benefit assessments.
  • Gather market information from multiple sources to analyze competition and consumer/market trends.
  • Work cross-functionally to optimize results.
  • Demonstrate understanding of the customer's business priorities and initiatives. Ability to discuss relevant trends and priorities integrating industry knowledge and solution knowledge.
  • Position Aspen Tech capabilities in customer terms with passion and enthusiasm.
  • Effectively negotiate consistent with Aspen Tech's overall strategy and business interests.
  • Exhibit knowledge of industry value chains, business patterns, key trends, and investment drivers.
  • Demonstrate effective selling and presentation techniques to influence the customer.

• Operational Excellence:
  • Clear and well-articulated account strategy and plan including white-space analysis and awareness plans. Perform periodic review of opportunity plans with extended team.
  • Overall ownership of the Deal Model process for assigned clients. This includes responsibility for proposals, contracts and pricing approval for licenses and professional services.
  • Manage day-to-day sales process, coordinate account meetings, and effectively use Business Consulting (Pre-Sales Engineering) and Sales Support resources.
  • Understanding of and execution against expected performance metrics, i.e., customer meetings per week, customer facing time, business process reviews per quarter, pipeline quantity and velocity, etc.
  • Timely and accurate input of required data into the CRM and time management systems.
  • Accurate and timely completion of all reports and forecasts.

Qualifications:

• A minimum of 8 years demonstrated success in direct sales of software solutions.
• A university degree (Bachelor's or equivalent) is preferred. Chemical Engineering or relevant technical degree a plus.
• Clear track record of closing large and complex sales opportunities in an efficient and effective manner.
• Demonstrated ability to effectively communicate customer benefits through financial analysis.
• Demonstrated success at establishing and cultivating "C" level consultative relationships.
• Excellent written and oral communication skills. Strong business acumen.
• Self-discipline and motivation to produce results.
• Specific industry knowledge and experience.
• Personal computer literacy including Excel, PowerPoint and CRM tools.
• May require 50%+ travel per calendar year, including overnight travel.

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