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 Sr Sales Account Manager role 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 incumbent will drive consultative discussion to position AspenTech software and services solutions with our customers, to renew and grow our business. 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 · Achieve assigned quarterly/annual sales quota and ideal pipeline for licenses and services in assigned accounts. · Effectively manage customer relations through Quarterly Customer Business Reviews and regular customer visits。 · Leverage AspenTech Customer Center Selling (CCS) methodologies to advance and close deals. · Articulate solution business value to customers. Coordinate AspenTech functional groups to develop and present customer financial benefit assessments. · Gather market information from multiple sources, to analyze competition and consumer/market trends. · Effective use of the “AspenTech Sales Toolkit” and all related sales support materials. · Works cross-functionally to optimize results. · Demonstrate understanding of the customer's business priorities and initiatives. Discuss relevant trends and priorities integrating industry knowledge and solution knowledge. · Position AspenTech capabilities in customer terms with passion and enthusiasm. · Effectively negotiate consistent with AspenTech’s overall strategy and business interests. · Exhibit knowledge of industry value chains, business performance, key trends, and investment drivers. · Demonstrate effective selling and presentation techniques to influence the customer. · Develop clear and well-articulated account strategy and plan including white-space analysis and awareness plans. · Perform periodic review of opportunity plans with extended team. · Overall ownership of the Deal Model process for assigned clients. This includes responsibility for proposals, contracts and pricing approval for licenses and professional services. · Manage day-to-day sales process, coordinate account meetings, and effectively use Solution Consulting (Pre-Sales Engineering) and Sales Support resources. · Understanding of and execution against expected performance metrics, i.e., customer meetings per week, customer facing time, BPRs per quarter, pipeline quantity and velocity, etc. · Timely and accurate input of required data into the CRM and time management systems. · Accurate and timely completion of all reports and forecasts. · Compliance with AT policies and procedures at all times. What You'll Need · Bachelor’s degree in chemical, Industrial, Production, or Petroleum engineering. A master’s in business administration is advantageous. · Minimum of 5 years of software sales experience or Industry experience in a consultative selling role, with a proven sales track record. · Familiarity with process modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions preferred. · 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. · Able to commute regularly for domestic or overseas business travel. 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 recruiting@aspentech.com. 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

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