• Sales Account Executive

    Job Locations JP-TOKYO, 102-0083
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    # of Openings
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  • Overview

    AspenTech is a leading supplier of software that optimizes process manufacturing – including oil and gas, petroleum, chemicals, 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, AspenTech 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 Executive maintains and expands relationships with strategically important large customers. Assigned to three to five large accounts, the Sales Account Executive represents the entire range of company products and services to assigned customers whilst leading the customer account planning cycle and ensuring assigned customers' long term needs and expectations are met by the company. This is a customer facing role that requires self- motivated individuals with excellent business, industry, and sales knowledge.

    He/she will manage assigned accounts and opportunities, collaborating with account resources from marketing, pre-sales engineering and development, to maximize revenue growth and deepen our relationships with customers.


    • Proactively leads a joint company - strategic account planning process that develops mutual performance objectives, financial targets and critical milestones.
    • 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.
    • Proactively assesses, clarifies and validates customer needs on an ongoing basis.
    • Gather market information from multiple sources, to analyze competition and consumer/market trends.
    • Achieves strategic customer objectives defined by company management.
    • Completes strategic customer account plans that meet company standard.
    • Ensures a high degree of customer satisfaction.
    • Achieves assigned sales quota in designated strategic accounts.
    • Closely coordinates company executive involvement with customer management.
    • Develop clear and well-articulated account strategy and plan including white-space analysis and awareness plans.
    • 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, BPRs per quarter, pipeline quantity and velocity, etc.


    • Demonstrated success at establishing and cultivating "C" level consultative relationships.
    • Clear track record of leading and closing large/complex solution sales opportunities.
    • Experience leading teams in a matrix organization with indirect supervision.
    • Executive presence and demeanor a must.
    • Self-discipline and motivation with strong influencing skills.
    • 10 plus years’ experience of major account management.
    • Minimum 7 years selling enterprise software, engineering solutions a plus.
    • A University degree (Bachelors or equivalent).

    Nice to Haves:

    • Bachelor degree in Chemical, Industrial, Production, or Petroleum engineering.
    • Experience selling to customers in the Energy/Petroleum/Engineering industry.
    • Familiarity with process modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions preferred.
    • Knowledge of Chemical production and supply chain business processes.
    • Process industry knowledge.
    • International company experience (for those positions outside of US).

    EEO Statement

    PLEASE NOTE:  This job description is intended to describe the general nature and level of the work to be performed by any person employed in this role.  This job description is not intended to be a specific or exhaustive list of all duties and responsibilities required.  Aspen Technology reserves the right in its sole discretion to add to, reduce from, or make changes to this job description, and/or to the actual duties performed by the employee, as necessary to meet business and organizational needs.


    Aspen Technology is an affirmative action, equal opportunity employer.


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