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 Director, High Velocity Sales is responsible for the overall sales growth strategies and results of Aspen SMB (Small and Medium Business) in EURA. The incumbent plans and directs all sales and pipeline growing activities including planning and implementing forecasts, staffing, training of the sales force, establishing short- and long-term goals in line with corporate objectives, and manages a team of Inside Sales Account Managers (iSAMs). Objectives will include a combination of renewing and growing the installed base of accounts and closing new logo business. Your Impact Achieves assigned personal and team quarterly/annual sales quota and pipeline in assigned accounts and regions. Promotes the sale of AspenTech’s Small Medium Business (SMB) offering as well as enterprise token offerings. Manages day-to-day operation and oversight of team by providing sales guidance, planning, and rigor around forecasting, building pipeline, executing and following up on marketing generated demand generation activity, inbound sales activity and managing customer interaction through our CRM system. Leverage AspenTech Customer Centric Selling (CCS) methodologies to advance and close deals. Articulate solution business value to customers. Coordinate and work with Aspentech Order Operations and Finance Operations to advance deals. Gather market information from multiple sources, to analyze competition and consumer/market trends. Ensure effective use of all Marketing provided external customer-facing collateral and internal assets. Understands the customer's business priorities and initiatives. Ability to discuss relevant trends and priorities integrating industry knowledge and solution knowledge. Positions AspenTech capabilities in customer terms with passion and enthusiasm. Effectively negotiate which is 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 prospecting techniques to influence the customer with significant focus on prospecting/new customer acquisition. Coordinate opportunities with solution partners as required. Coaching and Mentoring Coach iSAMs to achieve assigned quota via a combination of renewal business and new customer acquisition. Coach iSAMs to develop unique, relevant and compelling business propositions in support of prospecting for new business and competitive displacement. Reinforce and monitor the use of customer centric benefit assessments. Hire, train and manage geographically dispersed iSAMs; ensure they are informed of company and regional initiatives. Effectively work with HR to drive and maintain a proactive recruiting strategy that identifies high quality talent in a timely manner. Evaluate talent against AspenTech competencies. Training and coaching in key AspenTech processes and behaviors including the AspenTech Customer Centric Sales (CCS) methodologies, Account management, Customer Quarterly Business Reviews (QBR), Corporate and regional growth metrics, Use and understanding of the “Sales Tool Kit,” SMB Offering, CRM standards and all sales support residing in the AspenTech Knowledge Base. Provide performance feedback on a regular basis that informs and motivates. This includes timely preparation and delivery of performance evaluations, goal-setting documents, informal “check-ins”, team meetings, etc. Ensure team goals are properly aligned to corporate objectives Operational Excellence Clear and well-articulated territory or vertical plan. 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 Pre-Sales and Technical Support Resources. Manage to expected performance metrics, i.e., customer meetings per week, calls per day/week; activities per day/week Ensure timely and accurate input of required data into the CRM and time management systems. Accurate and timely completion of all reports and forecasts. Ensure compliance with AspenTech policies and procedures at all times. What You'll Need Previous experience in sales function. Previous experience in management. Consistent history of meeting/exceeding quota and pipeline expectation a must. Clear track record of leading a team to close large/complex sales opportunities. Demonstrated ability to effectively communicate customer benefits through financial analysis. Demonstrated success at establishing and cultivating "C" level consultative relationships. Excellent written and oral communication skills. Strong business acumen. Self-discipline and motivation to produce individual and team results. Familiarity with Aspen or similar products highly desirable. Executive presence and demeanor with consultative/execution relationship building selling skills a must. Personal computer literacy including Excel, PowerPoint and CRM tools (specially Salesforce) A University degree (Bachelor’s or equivalent). 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

Director, High Velocity Sales.

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