Associate High Velocity Sales Account Manager

About the Role

AspenTech is a market leader, providing 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 Associate High Velocity Sales Account Manager (HVSAM) leverages an understanding of AspenTech’s value to customers to overachieve sales targets in an assigned, quota-carrying territory. This person will work as a member of a sales team which includes business consulting, customer support, and sales operations. The Associate HVSAM role is directly responsible for generating revenue by selling AspenTech’s products using proven sales methodologies taught in an onboarding program. This role is an opportunity to join an industry-leading team while building a strong foundation of skills centered on our customer’s business goals, needs, and value.

Responsibilities

• Communicate AspenTech’s value proposition by understanding, at a high level, engineering and process manufacturing terminology and concepts, and the business problems that AspenTech’s solutions solve.
• Demonstrate effective selling and presentation techniques to influence the customer.
• Successfully build and progress pipeline through proactive outbound calling efforts to existing customers and prospects:
  • Develop relationships with new prospects by following up on inbound leads and online evaluations; proactive cold calling; following up on outbound marketing campaigns.
  • Displace competitors by calling out to customers that have competitive products currently installed.
  • Renew and grow AspenTech footprint within existing accounts.
• Understand the customer’s buying process.
• Accurately forecast sales achievement.
• Negotiate contracts and business terms and conditions.
• Develop and execute a territory plan to maximize revenue.

Requirements

• Bachelor’s degree required.
• 1-2 years in a sales or lead development role.
• A positive attitude, personal integrity, highly disciplined and organized, a desire to win, and results-driven.
• Team-oriented, self-starter who can work alone and is willing to be coached in a collaborative manner to achieve team goals.
• Excellent communication skills, verbal and written.
• Familiarity with Aspen or similar products a plus, in addition to process industry knowledge.
• Personal computer literacy including Excel, PowerPoint, and CRM tools (Salesforce).

Impact

• An energetic self-starter who is capable of quickly building a strong pipeline.
• Must be results-driven and capable of delivering consistent new business and able to grow existing business.