AspenTech
Sales Account Executive
About this role
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 AspenTech is a leading supplier of software that optimizes process manufacturing – including oil and gas, petroleum, chemicals, pharmaceuticals and other industries that manufacture and produce products from a chemical process. The Sales Account Executive maintains and expands relationships with strategically important large customers. Assigned to large accounts, the Sales Account Executive represents the entire range of company products and services to assigned customers whilst leading the customer account planning cycle and ensuring assigned customers' long-term needs and expectations are met by the company. This is a customer facing role that requires self- motivated individuals with excellent business, industry, and sales knowledge. He/she will manage assigned accounts and opportunities, collaborating with account resources from marketing, pre-sales engineering and development, to maximize revenue growth and deepen our relationships with customers.Your Impact
- Proactively leads a joint company - strategic account planning process that develops mutual performance objectives, financial targets and critical milestones
- 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.
- Proactively assesses, clarifies and validates customer needs on an ongoing basis
- Gather market information from multiple sources, to analyze competition and consumer/market trends.
- Achieves strategic customer objectives defined by company management
- Completes strategic customer account plans that meet company standard
- Ensures a high degree of customer satisfaction
- Achieves assigned sales quota in designated strategic accounts
- Closely coordinates company executive involvement with customer management
- Develop clear and well-articulated account strategy and plan to include white-space analysis and awareness plans.
- Overall ownership of the Deal Model process for assigned clients. This includes responsibility for proposals, contracts and pricing approval for licenses and professional services.