Sr Sales Account Manager

About the role

AspenTech is a leading supplier of software that optimizes process manufacturing—including oil and gas, petroleum, specialty chemicals, pharmaceuticals, and other industries that produce products from chemical processes. Integrated aspenONE solutions enable manufacturers to implement best practices for engineering, manufacturing, and supply‑chain operations, increasing capacity, improving margins, reducing costs, and enhancing energy efficiency. The Asset Performance Management (APM) suite adds analytics‑driven reliability, extending asset life and effectiveness.

The Sales Account Manager is responsible for developing business within an assigned region and upselling consulting services directly to assigned customer accounts. The role works with cross‑functional teams to formulate client strategies, manage relationships, and close strategic opportunities, selling AspenTech’s complete software portfolio and implementation services across engineering, manufacturing, and supply‑chain solutions.

Responsibilities

• Develop business within an assigned region and upsell consulting services to assigned customer accounts.
• Collaborate with cross‑functional teams to formulate client strategies, manage clients, and close strategic opportunities.
• Develop and manage account relationships at all levels, articulating solution business value and leading solution development efforts.
• Coordinate collaboration with solutions consultants, professional services, and other key stakeholders.
• Demonstrate understanding of customers’ business priorities, industry trends, and AspenTech software usage, identifying white‑space and competitive opportunities.
• Challenge customers’ current ways of doing business to drive results.
• Create and maintain strategic account plans, Opportunity Winning Plans, Competitive Displacement Plans, and Pipeline Development Plans.
• Respond to RFPs, prepare bids, negotiate, and close sales.
• Provide account updates and sales forecasts to executive management.
• Achieve quarterly and annual sales quotas and accurately forecast deals.
• Travel up to 50 % of the time.

Qualifications

• 3–5 years of software sales experience or industry experience in a consultative selling role.
• Strategic sales thinker with a proven track record in solution sales and multi‑year quota achievement.
• Ability to prospect new business relationships within existing accounts.
• Proficiency in establishing and cultivating C‑level consultative relationships.
• Significant experience leading multimillion‑dollar sales campaigns.
• Excellent written and oral communication skills.
• Self‑discipline and motivation with a goal‑setting mindset.
• Bachelor’s degree in Chemical, Industrial, Production, or Petroleum engineering (preferred).
• Experience selling to customers in the Energy, Petroleum, or Engineering industries.
• Familiarity with process modeling software, advanced process control/real‑time optimization, manufacturing execution systems, and planning & scheduling solutions (preferred).
• Knowledge of asset management, maintenance, chemical production, and supply‑chain business processes.
• Process‑industry knowledge and experience in an international company (for positions outside the US).