At a Glance
- Tasks: Build and maintain relationships with key customers while driving sales growth.
- Company: AspenTech, a leader in software for process manufacturing industries.
- Benefits: Career development programs, community service support, and fun social events.
- Other info: Dynamic work environment with opportunities for international exposure and career advancement.
- Why this job: Join a passionate team and make a real impact in the energy sector.
- Qualifications: 8+ years in account management and enterprise software sales experience required.
The predicted salary is between 60000 - 80000 £ per year.
The driving force behind our success has always been the people of Aspen Tech.
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
Aspen Tech 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.
The Sales Account Executive maintains and expands relationships with strategically important large customers.
Assigned to large accounts, the Sales Account Executive represents the entire range of company products and services to assigned customers whilst leading the customer account planning cycle and ensuring assigned customers' long-term needs and expectations are met by the company.
This is a customer facing role that requires self- motivated individuals with excellent business, industry, and sales knowledge.
He/she will manage assigned accounts and opportunities, collaborating with account resources from marketing, pre-sales engineering and development, to maximize revenue growth and deepen our relationships with customers.
- Your Impact
- 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 to include 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.
- What You'll Need
- 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.
- +8 years’ experience of major account management.
- Minimum 8 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.
Sales Account Executive employer: AspenTech
AspenTech is an exceptional employer that fosters a dynamic and inclusive work culture, where passion and ambition drive success. Employees benefit from comprehensive career development programs, opportunities for community engagement, and vibrant social events that strengthen relationships across our global team. As a Sales Account Executive, you will thrive in a collaborative environment that prioritises customer satisfaction and offers the chance to work with industry leaders in process manufacturing, all while enjoying the unique advantages of being part of a forward-thinking company.
StudySmarter Expert Advice🤫
We think this is how you could land Sales Account Executive
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Sales Account Executive at AspenTech, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including AspenTech. Tailor your message to explain why you’re drawn to them and how you can contribute as a Sales Account Executive. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Sales Account Executive
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for AspenTech:When writing your cover letter, make sure to tailor your message specifically for AspenTech. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at AspenTech
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show AspenTech that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show AspenTech that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with AspenTech’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
