Sales Account Executive - Growth Industries

About the role

The Sales Account Executive role is directly responsible for generating revenue growth through the sale of AspenTech software solutions and professional services. This customer‑facing position requires self‑motivated individuals with excellent business, industry, and sales knowledge. The Sales Account Executive will use consultative skills to position AspenTech software and services with customers, renew and grow the business, and manage assigned accounts and opportunities to maximize revenue and deepen relationships. Account resources are coordinated with representatives from marketing, pre‑sales engineering, and development.

Responsibilities

• Achieve assigned quarterly/annual sales quota and maintain an ideal pipeline for licenses and services in assigned accounts.
• Effectively manage customer relations through Quarterly Customer Business Reviews and regular customer visits.
• 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.
• Work cross‑functionally to optimize results.
• Demonstrate understanding of the customer's business priorities and initiatives; discuss relevant trends and priorities integrating industry and solution knowledge.
• Position AspenTech capabilities in customer terms with passion and enthusiasm.
• Negotiate consistently 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.
• Develop clear, well‑articulated account strategy and plan, including white‑space analysis and awareness plans.
• Perform periodic review of opportunity plans with the extended team.
• Own the Deal Model process for assigned clients, including proposals, contracts, and pricing approval for licenses and professional services.
• Manage day‑to‑day sales process, coordinate account meetings, and effectively use Business Consulting (Pre‑Sales Engineering) and Sales Support resources.
• Execute against performance metrics such as customer meetings per week, customer‑facing time, BPRs per quarter, and pipeline quantity/velocity.
• Input required data into the CRM and time‑management systems accurately and timely.
• Complete all reports and forecasts accurately and on schedule.

Qualifications

• Minimum of 8+ years demonstrated success in direct sales of software solutions.
• Additional consideration for experience selling software solutions into LNG, Midstream O&G, and Pipeline verticals.
• University degree (Bachelor’s or equivalent) preferred; Chemical Engineering or a relevant technical degree is a plus.
• Clear track record of closing large and complex sales opportunities efficiently and effectively.
• Demonstrated ability to communicate customer benefits through financial analysis.
• Success at establishing and cultivating C‑level consultative relationships.
• Excellent written and oral communication skills.
• Strong business acumen.
• Self‑discipline and motivation to produce results.
• Specific industry knowledge and experience.
• Proficiency with personal computer applications, including Excel, PowerPoint, and CRM tools.
• Willingness to travel 50%+ of the calendar year, including overnight travel.