Sr. Software Sales Manager - Heavy Process Industries

Aspen Technology, Inc.; Mumbai; On-site; INR 3,000,000 - 6,000,000; Full time

Job summary

AspenTech is seeking a Sr. Software Sales Manager to develop business in the region and upsell consulting services to assigned accounts.

You will coordinate with cross-functional teams to formulate client strategies and close strategic opportunities, maximizing value from AspenTech solutions across software and implementation services. The role focuses on managing accounts, achieving sales quotas, and leveraging industry knowledge to drive multi-year campaigns.

Qualifications

• Minimum of 5 years software sales experience or industry experience in a consultative selling role.
• Strategic sales thinker capable of leveraging existing solutions within an industry sector.
• Track record in solution sales with multi-year achievement against personal quota.
• Ability to prospect new business relationships within existing accounts.
• Proficient at establishing and cultivating 'C' level consultative relationships.
• Experience leading multimillion dollar sales campaigns.
• Excellent written and oral communication skills.
• Self-discipline and motivation with goal-setting beyond expectations.
• Willingness to travel up to 50%.

Responsibilities

• Develop business within an assigned region and upsell consulting services to customer accounts.
• Coordinate with cross-functional teams to formulate client strategies and close strategic opportunities.
• Manage accounts and relationships at all levels and provide updates and forecasts.
• Forecast deals accurately and achieve quarterly and annual sales quotas.
• Respond to RFPs, prepare bids, negotiate and close sales.

Skills

Software sales

Strategic thinking

Solution selling

C-level relationships

Multi-year quota achievement

Relationship management

Communication skills

Travel readiness

Education

Bachelor's degree in chemical engineering

Tools

Process modeling software

Advanced process control

Job description

The Role

The Sr. Software Sales 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.
• Hunters rather than farmers New Logos

What You’ll Need

• Minimum of 5 years 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 prospect new 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 process/heavy industries.
• 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.
• Process industry knowledge.

AspenTech is a global software leader helping industries meet the increasing demand for resources from a rapidly growing population in a profitable and sustainable manner. Our Digital Grid Management software suite, including AspenTech OSI products, helps power and utilities companies achieve superior real-time control, optimization and management for exceptional performance of complex energy networks. If you're looking to make a difference every day and push the limits of performance, AspenTech is doing things no one else thought was possible. As a leading industrial software partner, we help companies all over the world run safer, greener, longer and faster. With over 3700 employees and more than 60 global locations, AspenTech is meeting today's sustainability and business challenges head-on with unmatched expertise, cutting-edge AI-powered technology and a passion to innovate.

AspenTech is an Equal Opportunity/Affirmative Action employer. AspenTech does not discriminate against employees or applicants on the basis of age, race, color, religion, creed, ancestry, sex, sexual orientation, gender identity or expression, pregnancy or related conditions, marital status, familial status, national origin, disability, medical condition, genetic information, citizenship, military service or protected Veteran Status or any other basis protected by applicable federal, state, or local law. Reasonable Accommodation: We will provide reasonable accommodations to qualified individuals who have a disability or sincere religious reasons to request accommodation, when necessary to enable the individual to participate in the job application or interview process. If you wish to request an accommodation, please contact us at [e-mail].

GDPR Privacy Notice: AspenTech collects a range of personal information during the recruitment process. This may include the following personal or special categories of personal data: recruitment information such as your application form and resume, references, qualifications and membership of any professional bodies and details of any pre-employment assessments; your contact details and date of birth; your gender; your marital status and family details; your identification documents including passport and driver's license and information in relation to your immigration status and right to work with us; information about your contract of employment (or services) including start and end dates of employment, role and location, working hours, details of promotion, salary (including details of previous remuneration), pension, benefits, and holiday entitlement; your racial or ethnic origin; any criminal convictions and offences. AspenTech Security and Privacy Policy Plan Participants Enrolled in the AspenTech US Medical Plans: The Transparency in Coverage Final Rules require certain group health plans to disclose on a public website information regarding in-network provider rates and historical out-of-network allowed amounts and billed charges for covered items and services in two separate machine-readable files (MRF’s). The MRF’s for the benefit package options under AspenTech’s US Employee Benefit Plan are linked below: Transparency in Coverage Rule - Machine Readable Files Transparency In Coverage Rule And Consolidated Appropriations Act Overview and FAQS