AspenTech

Sales Account Manager

CN-BEIJING 100027 | CN-PUDONG, SHANGHAI
Req #
9411
# of Openings
1
Job Posting Category
Sales

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 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’s complete software portfolio and implementation services for such products comprising of world leading Engineering, Manufacturing and Supply Chain Management solutions.

Responsibilities

  • 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.
  • Demonstrates understanding of the customer's business priorities and initiatives.
  • Has complete understanding of current usage of AspenTech software applications, white space and competitive software usage in the Account.
  • Responsible for overall strategic account plan, Opportunity Winning Plan, Competitive Displacement Plan and Pipeline Development Plan.
  • Engages AspenTech Business Consulting, Professional Services and other technical resources in the Account to achieve desired sales outcome and customer delight.
  • Respond to RFPs, Bid preparation, follow-up, negotiation and closing of sales.
  • Provides sales and executive management with account updates, sales forecasts, etc.
  • Achieves quarterly and annual sales quota.
  • Accurately forecasts deals for the quarter and future quarters.

Qualifications

  • Minimum of 3 years software sales experience.
  • Demonstrated track record in field 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.
  • 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.
  • University degree required.
  • Travel is expected 50% of time.

Additional consideration for candidates with:

  • 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).

 

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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