The driving force behind our success has always been the people of AspenTech. What drives us, is our aspiration, our desire and ambition to keep pushing the envelope, overcoming any hurdle, challenging the status quo to continually find a better way. You will experience these qualities of passion, pride and aspiration in many ways — from a rich set of career development programs to support of community service projects to social events that foster fun and relationship building across our global community.
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 accounts
Closely coordinates company executive involvement with customer management
Develop clear and well-articulated account strategy and plan including white-space analysis and awareness plans.
Overall ownership of the Deal Model process for assigned clients. This includes 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.
Demonstrated success at establishing and cultivating "C" level consultative relationships
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 (Bachelor’s or equivalent). Additional consideration for candidates with Bachelor’s 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