Sales Account Executive - Digital Grid Management West

Open Systems International, Inc.; Ohio; On-site; USD 123,000 - 154,000; Full time

Benefits offered by this job

Paid time off

Charitable giveback day

Medical/dental/vision insurance

Retirement benefits

Job summary

AspenTech, Inc. is seeking a Sales Account Executive to identify, develop, and close business for designated customer accounts in the Digital Grid Management space.

You will lead cross-functional teams to craft client strategies, manage solutions, and close strategic opportunities with a consultative approach. You will articulate business value, drive account planning, respond to RFPs, and forecast opportunities while leveraging Salesforce for pipeline management.

Qualifications

• 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.

Responsibilities

• Account and relationship development and management at all levels of the customer organization.
• Articulate solution business value and lead development efforts with cross-functional teams to address customer needs.
• Demonstrate understanding of the customer's business priorities and initiatives.
• Discuss relevant trends and priorities integrating industry knowledge and solution knowledge.
• Challenge customers’ current way of doing business to drive results.
• Manage overall strategic account plan, opportunity management, and pipeline development in CRM.

Skills

Account management

Solution selling

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

• 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

• 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.

The salary range for this role is $123,400.00 - $154,200.00. This range represents what we in good faith believe is the range possible for base compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range based on several factors. This range may be modified in the future. This role is also eligible for bonus or variable incentive pay.

Additionally, we offer a comprehensive benefits package including

• paid time off
• charitable giveback day
• medical/dental/vision insurance
• retirement benefits to eligible employees

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