The Sales Account Executive develops and manages utility and Digital Grid Management customer accounts, identifies opportunities, consultatively sells software and implementation services, and closes strategic deals. Responsibilities include account planning, relationship management, RFP responses, negotiations, competitive displacement, CRM pipeline management, forecasting, and quota attainment. The role requires leading cross-functional teams, building C-level relationships, understanding customer priorities, and driving multimillion-dollar, multi-year sales campaigns. Travel is required 50% of the time.
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 RoleThe Sales Account Executive is responsible for identifying, developing, and closing business for assigned customer accounts, including consultative upselling of solutions and services at both new and existing Digital Grid Management (DGM) customer accounts. As an individual contributor, you will lead cross-functional teams to formulate client strategies, manage client solutions, and close on strategic client opportunities.We are seeking a strategic sales thinker with the ability to see how existing customer solutions can be repeated and leveraged within an industry sector. Proficient at excellent written and oral communication skills. Must have self-discipline and motivation towards setting and exceeding the goals expectations of the company or manager. 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.Your Impact
Job Description
- Account and relationship development and management, at all levels of the customer organization.
- 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 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.
- 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.
- Proficiently use SalesForce for opportunity management.
- Accurately forecast deals for current and future business.
- Achieve aggressive sales quota.
Additional Job Description
- 10+ years of related utility sales experience or Industry experience in a consultative selling role. Experience leading multimillion dollar sales campaigns.
- Demonstrated track record in solution sales with multi-year achievement against personal quota. Demonstrated experience establishing and cultivating "C" level consultative relationships.
- Ability to travel 50% of time.
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