Sales Account Executive

AspenTech; Montreal; On-site; CAD 120,000 - 180,000; Full time

Job summary

AspenTech is seeking aSales Account Executive to identify, develop, and close business for assigned customer accounts in Digital Grid Management solutions. You will lead cross-functional teams to formulate client strategies, manage solutions, and close strategic opportunities.

Ideal candidates bring 10+ years of utility sales experience, a proven solution-sales track record, and the ability to travel up to 50% of the time. Strong communication and relationship-building skills are essential.

Qualifications

• 10+ years of related utility sales experience or industry experience in a consultative selling role.
• Demonstrated track record in solution sales with multi-year achievement against personal quota.
• Ability to travel 50% of time.

Responsibilities

• Account and relationship development and management at all levels of the customer organization.
• Articulate solution business value to customers and lead solution development efforts that best address customer needs while coordinating involved company personnel to meet objectives.
• Demonstrate understanding of customer priorities and discuss relevant trends, integrating industry and solution knowledge.
• Challenge customers' current way of doing business to drive results.
• Administer overall strategic account plan, opportunity management, competitive displacement, and pipeline within CRM.
• Respond to RFPs, bid preparation, follow-up, negotiation and closing of sales.
• Provide sales and executive management with account updates and forecasts.
• Proficiently use SalesForce for opportunity management.
• Accurately forecast deals for current and future business.
• Achieve aggressive sales quota.

Skills

Strategic sales

Account management

C-level engagement

Relationship building

Willingness to travel

Tools

SalesForce

Job description

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.

The Role

The Sales Account Executive is responsible for identifying, developing, and closing business for assigned customer accounts, including consultative upselling of solutions and services at both new and existing Digital Grid Management (DGM) customer accounts. As an individual contributor, you will lead cross-functional teams to formulate client strategies, manage client solutions, and close on strategic client opportunities.

We are seeking a strategic sales thinker with the ability to see how existing customer solutions can be repeated and leveraged within an industry sector. Proficient at excellent written and oral communication skills. Must have self-discipline and motivation towards setting and exceeding the goals expectations of the company or manager. You will be focused on maximizing and increasing the value delivered by our solutions to our clients by positioning the DGM business's comprehensive software portfolio and implementation services.

Your Impact

Job Description

• Account and relationship development and management, at all levels of the customer organization.
• Articulate solution business value to customers and lead solution development efforts that best address customer needs whilst coordinating the involvement of all necessary company personnel including support, service, and management resources to meet account performance objectives and customers' expectations.
• Demonstrate thorough understanding of the customer's business priorities and initiatives. Discuss relevant trends and priorities integrating industry knowledge and solution knowledge.
• Ability to challenge customers' current way of doing business to drive results.
• Responsible for administration of overall strategic account plan, opportunity management, competitive displacement targeting, and pipeline development within CRM tool.
• Respond to RFPs, bid preparation, follow-up, negotiation and closing of sales.
• Provide sales and executive management with account updates, sales forecasts, etc.
• Proficiently use SalesForce for opportunity management.
• Accurately forecast deals for current and future business.
• Achieve aggressive sales quota.

What You'll Need

Additional Job Description

• 10+ years of related utility sales experience or Industry experience in a consultative selling role. Experience leading multimillion dollar sales campaigns.
• Demonstrated track record in solution sales with multi-year achievement against personal quota. Demonstrated experience establishing and cultivating "C" level consultative relationships.
• Ability to travel 50% of time.

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