上海招聘

The Role

The Sr. Sales Account Manager role is directly responsible for generating revenue growth through the sale of AspenTech software solutions and professional services. This is a customer facing role that requires self- motivated individuals with excellent business, industry, and sales knowledge.

The incumbent will drive consultative discussion to position AspenTech software and services solutions with our customers, to renew and grow our business. 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

Sales

·         Achieve assigned quarterly/annual sales quota and ideal pipeline for licenses and services in assigned accounts.

·         Effectively manage customer relations through Quarterly Customer Business Reviews and regular customer visits.

·         Leverage AspenTech Customer Center Selling (CCS) methodologies to advance and close deals.

·         Articulate solution business value to customers. Coordinate AspenTech functional groups to develop and present customer financial benefit assessments.

·         Gather market information from multiple sources, to analyze competition and consumer/market trends.

·         Effective use of the “AspenTech Sales Toolkit” and all related sales support materials.

·         Works cross-functionally to optimize results.

·         Demonstrate understanding of the customer's business priorities and initiatives. Discuss relevant trends and priorities integrating industry knowledge and solution knowledge.

·         Position AspenTech capabilities in customer terms with passion and enthusiasm.

·         Effectively negotiate consistent with AspenTech’s overall strategy and business interests.

·         Exhibit knowledge of industry value chains, business performance, key trends, and investment drivers.

·         Demonstrate effective selling and presentation techniques to influence the customer.

Operational Excellence：

·         Develop clear and well-articulated account strategy and plan including white-space analysis and awareness plans.

·         Perform periodic review of opportunity plans with extended team.

·         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 Solution 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.

·         Timely and accurate input of required data into the CRM and time management systems.

·         Accurate and timely completion of all reports and forecasts.

·         Compliance with AT policies and procedures at all times.

What You'll Need

·          Bachelor’s degree in chemical, Industrial, Production, or Petroleum engineering. A master's in business administration is advantageous.

·          At least 5 years of direct sales management experience, with a proven sales track record.

·          Familiarity with process modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions preferred.

·          Able to commute regularly for domestic or overseas business travel.

Aspen Technology, Inc., known as AspenTech, is a provider of software and services for the process and capital intensive industries. Headquartered in Bedford, Mass., we have more than 30 offices around the world. From our MIT roots to today, we lead through a commitment to solve our customers' biggest challenges and deliver innovative technology that enables them to navigate all market conditions.

Our corporate mission is to accelerate the digital transformation of the industries we serve by optimizing their assets to run safer, greener, longer and faster. This mission is becoming increasingly important as we operate in a world that is volatile, uncertain, complex and ambiguous (VUCA), and demands new responses from the corporate sector. Pressures for greater sustainability, along with changing global demographics and an evolving workforce, will continue to impact the industries we serve for years to come. We are committed to responding to these pressures in the most responsible way possible and enabling our customers to do the same.

As we elevate our customers’ level of operational excellence through asset optimization, we help them reduce greenhouse gas emissions and increase safety by improving reliability and eliminating inefficiencies in their operations, hence lowering their energy consumption and reducing the use of natural resources. By unlocking new levels of agility for these companies, we aim to support these industries in meeting all of today’s challenges.

AspenTech consistently delivers value through the combination of decades of industry experience, a unique asset lifecycle offering and our strategy to embed AI across all our solutions. This is how we enable our customers to push the boundaries of what’s possible, to safely run their assets to the limits of performance and maintain the highest levels of reliability and uptime. Every year, our customers create $50 billion in value through the use of AspenTech solutions.

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