Sr Global Account Manager

AspenTech is a leading supplier of software that optimizes process manufacturing – including oil and gas, petroleum, chemicals, pharmaceuticals and other industries that manufacture and produce products from a chemical process. With integrated aspenONE solutions, process manufacturers can implement best practices for optimizing their engineering, manufacturing and supply chain operations. As a result, AspenTech customers are better able to increase capacity, improve margins, reduce costs and become more energy efficient.

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.

Purpose: The Sr Global Account Manager is directly responsible for generating revenue through sales of AspenTech software solutions and services to major corporate customers. This position is highly consultative, positioning AspenTech solutions and services with our largest multinational customers and successfully closing profitable deals. The Sr Global Account Manager is a trusted advisor to the customer and maximizes sales and service bookings. The Sr Global Account Manager coordinates and leads multi-disciplined teams from all regions of the world and multiple departments of the company to ensure successful sales outcome.

Responsibilities include:

• Achieve quarterly and annual sales quota for licenses and services in the assigned accounts, with a focus on large deals (>$500k in license).
• Achieve assigned objectives of sales pipeline development, customer satisfaction, and customer visits.
• Manage day to day sales process, coordinate global account team meetings, and effectively utilize regional Business Consulting and Sales Support resources.
• Effectively use scenario planning to develop a number of accounts globally.
• Provide Sales and Executive management with marketplace assessments (current and potential), account updates, sales forecasts, etc. as requested. This includes accurately and timely updating of sales management information systems.
• Cultivate and maintain customer contacts at assigned accounts, to include introducing other Aspen employees into the customer relationship at Executive and management level.
• Support hiring and onboarding plans and contribute to continuous improvement programs as and when required by management.
• Global coordination of the account activities.

Required Qualifications & Experience:

• Demonstrated record of success in direct sales role and extensive experience selling enterprise software and engineering solutions - Energy market preferred.
• Demonstrated regional account management experience.
• Familiarity with process modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions preferred.

Competencies:

• Able to work collaboratively and effectively lead, motivate, and manage sales professionals.
• Demonstrates a strong methodology on leadership and understand resonant leadership.
• Possess strong executive presence and ability effectively engage at executive level and influence key decision makers.
• Ability to successfully coordinate and manage matrix teams that are not part of the direct reporting line.
• Highly effective communication and interpersonal skills.
• Adaptable; able to switch approach/styles relevant to the situation.
• Ability to perform in a highly stressful, result-focused environment.
• Demonstrates strong analytical skills.
• Excellent English verbal and writing skills.

Travel is expected approximately 50% of the time.