Sr Sales Account Manager

AspenTech is a global software leader helping industries meet the increasing demand for resources from a rapidly growing population in a profitable and sustainable manner. Our Digital Grid Management software suite, including AspenTech OSI products, helps power and utilities companies achieve superior real-time control, optimization and management for exceptional performance of complex energy networks.

The RoleWe are currently seeking Sr Sales Account Managers with proven software sales experience, or industry experience in a consultative selling role, for DGM solutions which are focused on electricity utility real-time grid control systems (SCADA, EMS, GMS, DMS, OMS, DERMS).

Your Impact

• Responsible for account and relationship development and management, at all levels of the customer organisation.
• Articulate solution business value to customers and lead 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 thorough understanding of the customer's business priorities and initiatives.
• Discuss relevant trends and priorities integrating industry knowledge and solution knowledge. 
• Have complete understanding of current usage of AspenTech DGM Solutions, white space and competitive software usage within the Account. 
• Ability to 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 within CRM tool. 
• Respond to RFPs, Bid preparation, follow-up, negotiation and closing of sales. 
• Provide sales and executive management with account updates, sales forecasts, etc. 
• Accurately forecast deals for current and future business. 
• Achieve aggressive sales quota.

What You'll Need

• Proven at least 8 years of software sales experience or industry experience in a consultative selling role. 
• Strategic sales thinker - must be able to see how existing customer solutions can be repeated and leveraged within an industry sector. 
• Demonstrated track record in solution sales with multi-year achievement against personal quota. 
• Ability to actively prospect new business relationships within existing accounts. 
• Proficient at establishing and cultivating "C" level consultative relationships. 
• Significant experience leading multimillion dollar sales campaigns. 
• Excellent written and oral communication skills. 
• Self-discipline and motivation with the ability to set goals that exceed the expectations of the company or manager. 
• Travel is expected 50% of time.
• Bachelor's degree in Electrical Engineering, Computer Science or Related technical field.
• Experience selling to customers in the Energy/Electricity Utility/Engineering industry. 
• Familiarity with electricity utility real-time grid control systems solutions (SCADA, EMS, GMS, DMS, OMS, DERMS) preferred. 
• Knowledge of asset management and business processes. 
• Knowledge of cybersecurity principles and best practices for critical infrastructure systems, specifically pertaining to electric utility control systems and NERC CIP standards.
• Knowledge of electric utility systems, grid control technologies, and protocols, such as DNP3, Modbus, IEC 60870-5-101, IEC 60870-5-104, ICCP and CIM.
• Process industry knowledge. 

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