Sr Sales Account Manager

3 weeks ago

Mumbai, Maharashtra, India Aspen Technology Full time

The Sr Sales Account Manager is directly responsible for generating revenue growth through the sale of AspenTech software solutions and professional services. This is a customer facing role that requires self-motivated individuals with excellent business, industry and sales knowledge. The right candidate will be focused on maximizing and increasing the value delivered by AspenTech solutions to our clients.

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 5 years of software sales experience into upstream oil & gas clients
  • Bachelor's degree in petroleum engineering or a similar field
  • Demonstrated track record in solution sales with multi-year achievement against personal quota.
  • Ability to actively develop 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 is expected ~ 60% of the time.

Additional consideration for candidates with:

  • Familiarity with Subsurface solution (preferred), process modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions.
  • Knowledge of asset management and maintenance business processes.
  • Knowledge of Upstream Exploration and Production.

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