Sales Account Executive - Subsurface, Science & Engineering

2 days ago

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Aspen Technology

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asset optimization • asset performance management • machine learning • predictive and prescriptive analytics • process simulation and modeling

1001 - 5000

Description

• The Sales Account Executive 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 Sales Account Executive will use consultative skills to position AspenTech software and services solutions with our customers and to renew and grow our business. • The Sales Account Executive will manage assigned accounts and opportunities maximizing revenue growth and deepening our relationships with customers. • Coordinates account resources with representatives from marketing, pre-sales engineering, and development. • Achieve assigned quarterly/annual sales quota and ideal pipeline for licenses and services in assigned accounts. • Effectively manage customer relations through Quarterly Customer Business Reviews and regular customer visits. • Articulate solution business value to customers. • Coordinate AspenTech functional groups to develop and present customer financial benefit assessments. • Works cross-functionally to optimize results. • Demonstrate understanding of the customer's business priorities and initiatives. • Ability to discuss relevant trends and priorities integrating industry knowledge and solution knowledge. • Clear and well-articulated account strategy and plan including white-space analysis and awareness plans. • Perform periodic review of opportunity plans with extended team. • Overall ownership of the Deal Model process for assigned clients, including responsibility for proposals, contracts, and pricing approval for licenses and professional services.

Requirements

• A minimum of 15 years demonstrated success in direct sales of software solutions, preferably in the Subsurface Science & Engineering space. • A University degree (bachelor’s or equivalent) is preferred. • Chemical Engineering or relevant technical degree a plus. • Clear track record of closing large and complex sales opportunities in an efficient and effective manner. • Demonstrated ability to effectively communicate customer benefits through financial analysis. • Demonstrated success at establishing and cultivating "C" level consultative relationships. • Excellent written and oral communication skills. • Strong business acumen. • Self-discipline and motivation to produce results. • Specific industry knowledge and experience. • Personal computer literacy including Excel, PowerPoint and CRM tools. • May require 50%+ travel per calendar year, including overnight travel.