Sr. Software Sales Manager - Heavy Process Industries

Emerson; Mumbai; Hybrid; INR 1,800,000 - 2,600,000; Full time

Job summary

Emerson in Mumbai seeks an Sr. Sales Account Manager to drive business within an assigned region and upsell consulting services tied to AspenTech software and implementations. You will lead cross-functional teams to execute client strategies and close strategic opportunities.

The role emphasizes maximizing value delivered by AspenTech solutions, managing customer relationships at all levels, and achieving quarterly and annual sales quotas, with significant travel potential.

Qualifications

• Minimum 5 years software sales experience in consultative selling.
• Strategic thinker who can repeat and leverage solutions across industries.
• Track record of multi-year achievement against personal quota.
• Able to prospect new business within existing accounts.
• Proficient at establishing C-level consultative relationships.
• Experience leading multimillion-dollar sales campaigns.
• Strong written and oral communication skills.
• Willingness to travel up to 50%.

Responsibilities

• Develop business within assigned region and upsell consulting services to accounts.
• Coordinate cross-functional teams to formulate client strategies and close opportunities.
• Articulate business value and lead solution development to meet customer needs.
• Understand customer business priorities and discuss industry trends.
• Manage and forecast account performance and sales pipeline.
• Respond to RFPs, prepare bids, negotiate and close sales.

Skills

Software sales

Strategic selling

Multi-year quota</

C-level relationships

Excellent communication

Travel up to 50%

Education

Bachelor's degree in chemical/industrial/production/petroleum engineering

Tools

Process modeling software

Advanced process control/real time optimization

MES/planning & scheduling solutions

Job description

Job Role Summary

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.
• Hunters rather than farmers
• New Logos

What You Will 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
• Bachelors 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.