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Sales Account Executive

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Aspen Technology

2mo ago

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
    Business, Operations & Strategy
  • Abu Dhabi
  • Quick Apply

AI generated summary

  • You need 15+ years in major account management, 10+ years in enterprise software sales, strong C-level relationship skills, and experience in the energy/engineering sector. A relevant degree is preferred.
  • You will lead account planning, develop customer needs, ensure satisfaction, manage sales processes, coordinate resources, and achieve sales quotas while analyzing market trends.

Requirements

  • Demonstrated success at establishing and cultivating "C" level consultative relationships
  • Clear track record of leading and closing large/complex solution sales opportunities
  • Experience leading teams in a matrix organization with indirect supervision
  • Executive presence and demeanor a must
  • Self-discipline and motivation with strong influencing skills
  • 15 plus years’ experience of major account management
  • Minimum 10 years selling enterprise software, engineering solutions a plus.
  • A University degree (Bachelor’s or equivalent). Additional consideration for candidates with Bachelor’s Degree in Chemical, Industrial, Production, or Petroleum engineering.
  • Experience selling to customers in the Energy/Petroleum/Engineering industry
  • 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 Chemical production and supply chain business processes
  • Process industry knowledge
  • International company experience

Responsibilities

  • 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 including 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.
  • Manage day-to-day sales process, coordinate account meetings, and effectively use Business 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.

FAQs

What is the primary responsibility of the Sales Account Executive?

The primary responsibility of the Sales Account Executive is to maintain and expand relationships with strategically important large customers while representing the entire range of company products and services to assigned accounts.

What qualifications are required for the Sales Account Executive position?

Candidates should have at least 15 years of experience in major account management, a minimum of 10 years selling enterprise software, and a university degree (Bachelor’s or equivalent). Additional consideration is given for candidates with a Bachelor’s Degree in Chemical, Industrial, Production, or Petroleum engineering.

Is prior experience in the Energy or Petroleum industry necessary?

Yes, experience selling to customers in the Energy, Petroleum, or Engineering industry is preferred for this role.

What level of relationships should the Sales Account Executive be able to establish?

The Sales Account Executive should be able to establish and cultivate "C" level consultative relationships.

What characteristics are desired in a candidate for this role?

Candidates should demonstrate executive presence and demeanor, self-discipline, motivation, and strong influencing skills.

How many accounts will the Sales Account Executive be responsible for?

The Sales Account Executive will be assigned to three to five large strategic accounts.

What type of sales opportunities will the Sales Account Executive lead?

The Sales Account Executive will lead and close large/complex solution sales opportunities.

What industries could the Sales Account Executive's customers belong to?

Customers could belong to the Energy, Petroleum, or Engineering industries, particularly within the process industry.

What kind of account management process is involved in this role?

The role involves managing the day-to-day sales process, coordinating account meetings, and ensuring high customer satisfaction while achieving assigned sales quotas.

Is knowledge of process modeling software considered an asset for this position?

Yes, familiarity with process modeling software products, advanced process control, and manufacturing execution systems is preferred.

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Aspen Technology

Technology
Industry
1001-5000
Employees

Mission & Purpose

AspenTech is a global leader in asset optimisation software that helps industries such as energy, chemicals, engineering, and manufacturing to improve efficiency, productivity, and sustainability. They provide advanced solutions powered by AI and machine learning to optimise the design, operation, and maintenance of complex processes, enabling companies to achieve higher operational performance and make better, data-driven decisions. AspenTech’s ultimate mission is to drive the digital transformation of industries, enabling them to operate with greater agility and sustainability. Their purpose is to help businesses optimise their assets, reduce waste, lower emissions, and ultimately achieve a higher return on their investments while contributing to a more sustainable future.