Sr. Software Sales Manager - Heavy Process Industries

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.

Hunters rather than farmers

New Logos

Minimum of 5 years software sales experience or Industry experience in a consultative selling role.

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.

Travel potential up to 50% of time

Bachelor’s degree in chemical, Industrial, Production, or Petroleum engineering.

Experience selling to customers in the process/heavy industries.

Familiarity with process modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions preferred.

Knowledge of asset management and maintenance business processes.

Process industry knowledge.

#LI-RK1