Sr Sales Account Manager

Overview The driving force behind our success has always been the people of AspenTech. What drives us is our aspiration, desire and ambition to push the envelope, overcome hurdles, and continually find a better way. You will experience these qualities of passion, pride and aspiration through career development programs, community service support, and social events that foster fun and relationship building across our global community. The Role The Sr Sales Account Manager is directly responsible for generating revenue growth through the sale of AspenTech software solutions and professional services. This is a customer-facing role that requires self-motivated individuals with excellent business, industry, and sales knowledge. The Sr Sales Account Manager will use consultative skills to position AspenTech software and services solutions with customers and to renew and grow our business. The role manages assigned accounts and opportunities to maximize revenue growth and deepen customer relationships. The Senior Sales Account Manager is also 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 focus on maximizing the value delivered by AspenTech solutions by positioning AspenTech’s software portfolio and implementation services for Engineering, Manufacturing & Supply Chain Management, and Asset Performance Management solutions. Your Impact 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. Build and manage account relationships at all levels in the customer organization. Articulate solution business value to customers and lead solution development efforts that address customer needs, coordinating involved company resources to meet objectives and expectations. Demonstrate understanding of the customer’s business priorities and initiatives, discuss relevant trends and priorities, and integrate industry knowledge with solution knowledge. Maintain knowledge of current AspenTech software usage, whitespace, and competitive usage within the account. Develop and execute overall strategic account plans, opportunity winning plans, competitive displacement plans, and pipeline development plans. Respond to RFPs, prepare bids, follow up, negotiate, and close sales. Provide account updates and sales forecasts to management. Achieve quarterly and annual sales quotas and accurately forecast deals for current and future quarters. What You'll Need Qualifications: Proven software sales experience or industry experience in a consultative selling role. Strategic sales thinker who can repeat and leverage existing solutions within an industry sector. Track record in solution sales with multi-year achievement against personal quota. Ability to actively prospect 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 expectations. Travel is expected 50% of the time. #J-18808-Ljbffr