Director, Velocity Sales

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 Director, High Velocity Sales is responsible for the overall sales growth strategies and results of Aspen SMB (Small and Medium Business) in EURA.

The incumbent plans and directs all sales and pipeline growing activities including planning and implementing forecasts, staffing, training of the sales force, establishing short- and long-term goals in line with corporate objectives, and manages a team of Inside Sales Account Managers (iSAMs).

Objectives will include a combination of renewing and growing the installed base of accounts and closing new logo business.

• Achieves assigned personal and team quarterly/annual sales quota and pipeline in assigned accounts and regions.
• Promotes the sale of Aspen Tech’s Small Medium Business (SMB) offering as well as enterprise token offerings.
• Manages day-to-day operation and oversight of team by providing sales guidance, planning, and rigor around forecasting, building pipeline, executing and following up on marketing generated demand generation activity, inbound sales activity and managing customer interaction through our CRM system.
• Leverage Aspen Tech Customer Centric Selling (CCS) methodologies to advance and close deals.
• Articulate solution business value to customers. Coordinate and work with Aspentech Order Operations and Finance Operations to advance deals.
• Gather market information from multiple sources, to analyze competition and consumer/market trends.
• Ensure effective use of all Marketing provided external customer-facing collateral and internal assets.
• Understands the customer's business priorities and initiatives. Ability to discuss relevant trends and priorities integrating industry knowledge and solution knowledge.
• Positions Aspen Tech capabilities in customer terms with passion and enthusiasm.
• Effectively negotiate which is consistent with Aspen Tech’s overall strategy and business interests.
• Exhibit knowledge of industry value chains, business performance, key trends, and investment drivers.
• Demonstrate effective selling and prospecting techniques to influence the customer with significant focus on prospecting/new customer acquisition.
• Coordinate opportunities with solution partners as required.

• Coach iSAMs to achieve assigned quota via a combination of renewal business and new customer acquisition.
• Coach iSAMs to develop unique, relevant and compelling business propositions in support of prospecting for new business and competitive displacement.
• Reinforce and monitor the use of customer centric benefit assessments.
• Hire, train and manage geographically dispersed iSAMs; ensure they are informed of company and regional initiatives.
• Effectively work with HR to drive and maintain a proactive recruiting strategy that identifies high quality talent in a timely manner. Evaluate talent against Aspen Tech competencies.
• Training and coaching in key Aspen Tech processes and behaviors including the Aspen Tech Customer Centric Sales (CCS) methodologies, Account management, Customer Quarterly Business Reviews (Q ), Corporate and regional growth metrics, Use and understanding of the “Sales Tool Kit,” SMB Offering, CRM standards and all sales support residing in the Aspen Tech Knowledge Base.
• Provide performance…