AspenTech

APM Enterprise Advisor

US-TX-Houston | US
Req #
9562
# of Openings
1
Job Posting Category
Sales

Overview

AspenTech is the world’s leading supplier of asset optimization software solutions. Our software tackles the most complex process manufacturing challenges, creating value and improving profitability for our customers. The world’s leading oil & gas, chemical, engineering & construction, pharmaceutical, food, beverage, and consumer packaged goods companies all rely on AspenTech to run their business.

AspenTech’s commitment to asset optimization can be highlighted via the newly launched Asset Performance Management (APM) Business Unit. This APM BU is focused on expanding AspenTech’s APM suite of software products that support 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.

This is an APM specific Sales Account Executive role. The role is responsible for Worldwide APM revenue generation from AspenTech’s Core Energy & Chemicals markets. This person will work directly with AspenTech’s field sales organization to develop new business and expand relationships with AspenTech’s largest and most strategic customers. This is a customer facing role that requires self- motivated individuals with excellent business, industry, and sales knowledge.

He/she will not manage or have account ownership of assigned accounts. Rather this role will have revenue targets for specific industries. Collaboration with field sales, marketing, pre-sales engineering and development is a requirement to maximize revenue growth and deepen our relationships with customers.

Responsibilities

  • 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 markets
  • Closely coordinates company executive involvement with customer management
  • Develop clear and well-articulated account strategy and plan including white-space analysis and awareness plans.
  • 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.

Qualifications

  • Demonstrated success at establishing and cultivating "C" level consultative relationships
  • Background in software sales, data analytics, and maintenance/reliability preferred
  • 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
  • 15 plus years’ experience of major account management
  • Minimum 10 years selling enterprise software, engineering solutions a plus.
  • A University degree (Bachelors or equivalent).

Nice to Haves:

  • Bachelor’s degree in Mechanical, Chemical, Industrial, Production, or Petroleum engineering.
  • Familiarity with APM software products and services, advance process control / real time optimization and manufacturing execution systems preferred.
  • Knowledge of Chemical production and supply chain business processes
  • International company experience

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