AspenTech

Sales Account Executive

GB-Reading | SE-Gothenburg
Req #
9602
# of Openings
1
Job Posting Category
Sales

Overview

The Sales Account Executive maintains and expands relationships with strategically important large customers, ensuring a high level of customer satisfaction. Assigned to a portfolio of  Energy and E&P accounts in the northern Europe region, 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.

Responsibilities

  • Proactively leads a joint company strategic account planning process that develops mutual performance objectives, financial targets and critical milestones
  • Coordinates the involvement of company personnel including support, service and management resources in order to meet account performance objectives and customers' expectations
  • Proactively assesses, clarifies and validates customer needs on an ongoing basis
  • Leads solution development efforts that best address customer needs whilst coordinating the involvement of all necessary company personnel
  • Achieves strategic customer objectives defined by company management
  • Completes strategic customer account plans that meet company standard
  • Achieves assigned sales quota in designated strategic accounts
  • Establishes productive, professional relationships with key personnel in assigned customer accounts
  • Demonstrates best practice in pipeline development
  • Enlists the support of sales specialist, implementation resources, service resources and other sales and management resources as required
  • Closely coordinates company executive involvement with customer management
  • Works closely with the Technical Support and Customer Care teams to ensure customer satisfaction and problem resolution.

Qualifications

  • Bachelor’s degree in Chemical Engineering or relevant technical subject
  • A deep domain knowledge of Refining & E&P and supply chain business processes
  • Process industry knowledge and proven experience of software selling experience in an individual contributor role
  • Extensive experience of major account management
  • Demonstrated track record in successful direct sales of software solutions
  • Experience selling to customers in the Energy/Petroleum/Engineering industry
  • Significant experience leading multimillion dollar sales campaigns
  • Knowledge of Sales Methodologies; Miller Heimen, SPIN, TAS highly beneficial
  • Have a proven track record of closing large/complex sales opportunities
  • Some familiarity with AspenTech's tools and solutions or similar product range
  • Possesses strong executive presence with ability to establish and cultivate effective relationships at executive level, both within the organization and externally
  • Ability to challenge status quo and identify business value that customer was not aware of
  • Strong communication and interpersonal skills
  • Ability to perform in a fast paced, results orientated environment
  • Able to demonstrate best practice negotiation methodologies
  • Excellent English verbal and writing skill, pus ideally Swedish.
  • Salesforce experience would be plus
  • Travel is expected approximately 50% of the time.

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