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Senior Sales Account Manager

2 months ago

Medina, Ohio, United States Aspen Technology Full time
Unlock Your Potential with AspenTech

AspenTech is a global leader in software solutions, empowering industries to meet the demands of a rapidly growing population while ensuring profitability and sustainability. Our Digital Grid Management software suite, including AspenTech OSI products, enables power and utilities companies to achieve exceptional performance in complex energy networks.


The Role

We are seeking a strategic sales professional to develop and maintain business for assigned customer accounts, including consultative upselling of solutions and services. As an individual contributor, you will lead cross-functional teams to formulate client strategies, manage client solutions, and close on strategic client opportunities.


Your Impact

You will be focused on maximizing and increasing the value delivered by our solutions to our clients by positioning the DGM business's comprehensive software portfolio and implementation services. Key responsibilities include:

  • Develop and maintain business for assigned customer accounts, including consultative upselling of solutions and services.
  • Lead cross-functional teams to formulate client strategies, manage client solutions, and close on strategic client opportunities.
  • Articulate solution business value to customers and lead solution development efforts that best address customer needs.
  • Demonstrate thorough understanding of the customer's business priorities and initiatives.
  • Challenge customers' current way of doing business to drive results.
  • Responsible for administration of overall strategic account plan, opportunity management, competitive displacement targeting, and pipeline development.
  • Respond to customer requests, bid preparation, follow-up, negotiation, and closing of sales.
  • Provide sales and executive management with account updates, sales forecasts, etc.
  • Achieve aggressive sales quota.

Requirements
  • At least 5 years of related utility sales experience or industry experience in a consultative selling role.
  • Demonstrated track record in solution sales with multi-year achievement against personal quota.
  • Ability to travel 25% of time.