AspenTech

Sr. Sales Account Manager

CN-PUDONG, SHANGHAI | CN-BEIJING 100027
Req #
9242
# of Openings
1
Job Posting Category
Sales

Overview

The Sr Sales Account Manager role 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 incumbent will drive consultative discussion to position AspenTech software and services solutions with our customers, to renew and grow our business. 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.

Responsibilities

Sales

  1. Achieve assigned quarterly/annual sales quota and ideal pipeline for licenses and services in assigned accounts.
  2. Effectively manage customer relations through Quarterly Customer Business Reviews and regular customer visits.
  3. Leverage AspenTech Customer Center Selling (CCS) methodologies to advance and close deals.
  4. Articulate solution business value to customers. Coordinate AspenTech functional groups to develop and present customer financial benefit assessments.
  5. Gather market information from multiple sources, to analyze competition and consumer/market trends.
  6. Effective use of the “AspenTech Sales Toolkit” and all related sales support materials.
  7. Works cross-functionally to optimize results.
  8. Demonstrate understanding of the customer's business priorities and initiatives. Discuss relevant trends and priorities integrating industry knowledge and solution knowledge.
  9. Position AspenTech capabilities in customer terms with passion and enthusiasm.
  10. Effectively negotiate consistent with AspenTech’s overall strategy and business interests.
  11. Exhibit knowledge of industry value chains, business performance, key trends, and investment drivers.
  12. Demonstrate effective selling and presentation techniques to influence the customer.

 

Operational Excellence

  1. Develop clear and well-articulated account strategy and plan including white-space analysis and awareness plans.
  2. Perform periodic review of opportunity plans with extended team.
  3. Overall ownership of the Deal Model process for assigned clients. This includes responsibility for proposals, contracts and pricing approval for licenses and professional services.
  4. Manage day-to-day sales process, coordinate account meetings, and effectively use Business Consulting (Pre-Sales Engineering) and Sales Support resources.
  5. 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.
  6. Timely and accurate input of required data into the CRM and time management systems.
  7. Accurate and timely completion of all reports and forecasts.
  8. Compliance with AT policies and procedures at all times.

Qualifications

  1. Bachelor degree in Chemical, Industrial, Production, or Petroleum engineering. A Master in Business Administration is advantageous.
  2. Minimum 10 years selling enterprise software and engineering solutions.
  3. 5 years of direct sales management experience, with a proven sales track record.
  4. Familiarity with process modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions preferred.
  5. Able to interact/sell effectively and comfortably with C-Suite executives, with consultative/ execution relationship building selling skill.
  6. Able to commute regularly for domestic or overseas business travel.

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