Director, Area Sales

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

AspenTech is thriving, thanks to our relentless focus on innovation and the dedication of our team of world-class experts who speak more than 10 languages and work in 30 different offices worldwide.

We all have a Customer First Mindset and focus on delivering innovation and execution to ensure we deliver successful outcomes to our customers.

Aspen Tech is currently seeking a Director, Area Sales with a proven track record of sales success with high tech software solutions into the Oil & Gas, Chemicals and other Process Industries. The individual we seek is a sales professional who is a highly motivated and a self-starter with excellent business acumen and gravitas. This individual must be able to build, develop and drive a high energy sales team through a focused and disciplined approach. Leadership rather than management is a requirement and that leadership requires an individual that can both set a vision and roll up their sleeves and get into the details of closing business alongside their sales account managers.

Your Impact

• Managing a team of experienced account managers who are geographically dispersed.
• Achieving quarterly and annual sales quota.
• Developing and growing a pipeline of opportunities for AspenTech products within the Oil & Gas, Chemicals, Metals and Mining and other Process Industries through focused and disciplined campaigns.
• Providing accurate and timely sales forecasts to executive management.
• Developing and updating the sales forecast and pipeline in Salesforce on a weekly basis.
• Working as a leader and a contributor, when needed, to ensure business is closed on time and as forecasted
• Creating, maintaining and building senior level customer relationships.
• Setting a clear vision for the sales team that is reinforced through actions aligning with that direction
• Developing and maintaining good domain knowledge and competitive intelligence of machine learning, Smart manufacturing, and IoT.
• Liaising and working with departments within AspenTech (e.g. Finance, Operations, Legal Department) to achieve desired business results.
• Working as a team member on sales efforts involving global account opportunities.

What You\’ll Need

• Minimum of 10 years software sales experience and 5+ years sales management experience with a demonstrated track record showing multi-year achievement against quota.
• Demonstrated track record in successful direct sales of software solutions.
• Fast learner and self-starter
• Ability to manage teams that can handle a mix of new business activities including prospecting, long-term account planning and management of a large number of key accounts.
• Significant experience leading multimillion dollar sales campaigns.
• Proficient at establishing and cultivating \”C\” level consultative relationships.
• Excellent written and oral communication skills.
• University degree required.
• Bachelor degree in Chemical, Industrial, Production, or Petroleum engineering preferred.
• Experience selling to customers in the Oil & Gas, Chemical or other Process industries preferred.
• Familiarity with process modeling software products and services, APC / real time optimization, asset management, MES and planning and scheduling solutions preferred.
• Travel is expected 50% of time.