Sales Account Manager

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 RoleThe 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 AspenTech solutions to our clients by selling AspenTech complete software portfolio and implementation services for such products comprising of world leading Engineering, Asset Performance Management (APM) and Manufacturing and Supply Chain (MSC) Management solutions.

Your Impact

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.

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.

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.

What You'll Need

Min 3 years of software sales experience or Industry experience in a software and consultative selling role

Bachelor's degree in Chemical or Mechanical engineering (preferred)

Experience in selling to customers in the Midstream and Downstream sectors

Demonstrated track record in solution sales with multi-year achievement against personal quota

Ability to actively develop new business relationships within existing accounts

Proficient at establishing and cultivating "C" level consultative relationships

Significant experience leading multimillion dollar sales campaigns

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

Travel is expected 60% and more of time

Additional consideration for candidates with:

Familiarity with Downstream solutions (preferred), process modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions

Knowledge of asset management and maintenance business processes

Knowledge of application of advanced analytics in the midstream (gas processing, gas transportation) and downstream (refining, petrochemicals) industries

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