Sr. Sales Manager - Energy/Petroleum/Engineering industry.

Aspen Technology; Mumbai City; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

AspenTech is seeking a Sr. Sales Account Manager to grow business within assigned region and upsell consulting services.

You will collaborate with cross-functional teams to close strategic client opportunities and enhance the value delivered by AspenTech solutions. The successful candidate will drive account strategy, manage relationships at all levels, and lead multi-year campaigns while achieving quarterly and annual quotas.

Qualifications

• 5+ years software sales experience or industry experience in a consultative selling role.
• Strategic sales thinker with ability to leverage existing solutions in industry sectors.
• Track record in solution sales with multi-year quotas.
• Ability to prospect new business within existing accounts.
• Proficient at establishing and cultivating C-level consultative relationships.
• Experience leading multimillion-dollar sales campaigns.

Responsibilities

• Develop business within assigned region and upsell consulting services.
• Work with cross-functional teams to formulate client strategies and close opportunities.
• Articulate business value and coordinate resources to meet client needs.

Skills

Software sales

Strategic sales

C-level relationships

Account management

Multimillion-dollar campaigns

Negotiation

Education

Bachelor's degree in chemical, Industrial, Production, or Petroleum engineering

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 Sr. Sales Account Manager is responsible for developing business within an assigned region and upselling consulting services directly to assigned customer accounts. You will work with cross-functional teams to formulate client strategies, manage clients and bring to closure strategic client opportunities.

The right candidate will be focused on maximizing and increasing the value delivered by AspenTech solutions to our clients by selling AspenTech complete software portfolio and implementation services for such products comprising of world leading Engineering, Manufacturing and Supply Chain Management solutions.

Your Impact

• Responsible for account and relationship development and management, at all levels in the customer organization.
• 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.
• Have complete understanding of current usage of AspenTech software applications, white space and competitive software usage within the Account.
• Ability to challenge customers’ current way of doing business to drive results.
• Responsible for overall strategic account plan, Opportunity Winning Plan, Competitive Displacement Plan and Pipeline Development Plan.
• Respond to RFPs, Bid preparation, follow-up, negotiation and closing of sales.
• Provide sales and executive management with account updates, sales forecasts, etc.
• Achieve quarterly and annual sales quota.
• Accurately forecast deals for the quarter and future quarters.

What You'll Need

• Minimum of5years software sales experience or Industry experience in a consultative selling role.
• Strategic sales thinker - the candidate must be able to see how existing customer solutions can be repeated and leveraged within an industry sector.
• Demonstrated track record in solution sales with multi-year achievement against personal quota.
• Ability to actively prospectnew business relationships within existing accounts.
• Proficient at establishing and cultivating "C" level consultative relationships.
• Significant experience leading multimillion dollar sales campaigns.
• Excellent written and oral communication skills.
• Self-discipline and motivation with the ability to set goals that exceed the expectations of the company or manager.
• Travel potential up to 50% of time
• 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 asset management and maintenance business processes.
• Knowledge of Upstream, Midstream, and Downstream Energy business processes.
• Process industry knowledge.
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