Own and grow Oceania accounts through consultative solution sales, upselling software and services, managing full account lifecycle, pipeline accuracy, RFP responses, and cross-functional coordination to meet aggressive quotas.
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 the primary driver for growth and partnership within Oceania territory. You will take full ownership of developing new business and expanding existing aftermarket install base, including consultative upselling of solutions and services. As a high impact individual contributor, you will lead cross-functional teams to formulate client strategies, and act as consultative partner to utility leaders.The right candidate 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
- Strategic growth and account management: developing and execute comprehensive account plans that drive new business and maximise the value of our current install base, managing end to end life cycle of client relationships. Achieve aggressive sales quota.
- Pipeline & forecast accuracy: maintain rigorous data driven approach to opportunity management within CRM. Provide leadership with accurate forecast for both short and long term pipelines.
- 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 client'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 company’s CRM tool.
- Respond to RFPs, bid preparation, follow-up, negotiation and closing of sales.
- Extensive and related utility sales experience or Industry experience in a consultative selling role.
- Ability to travel at least 50% Oceania.
- Significant experience leading multimillion dollar sales campaigns and establishing and cultivating "C" suite consultative relationships.
- Demonstrated track record in solution sales with multi-year achievement against personal quota.
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