Sales Account Executive - Data Centers and Microgrid Sales
AspenTech · United States
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 Role
As the Sales Account Executive, you will be responsible for growing revenue in the Data Center Power Generation and Microgrid markets. This position will focus on attracting new customers, growing market share and developing strong industry relationships. This position will supplement the local sales team to drive greenfield control system orders across North America in the Data Center Power Generation industry that ensure reliability, efficiency and scalability. This position is a part of the Emerson Digital Grid Management (OSI was the former name) business based in Medina, MN. Position will be remote with strategic geography considered.Your Impact
AS A STRATEGIC ACCOUNT EXECUTIVE YOU WILL:
- Develop new customer accounts that are providing power plants for data centers, including EPCs, investors, Hyper Scalers, Operation & Maintenance companies and end users.
- Promote and sell the Monarch Platform for power plants and microgrids, aligning solutions with customer needs and project requirements
- Actively engage potential customers to understand their business objectives, needs, and pain points. Then provide appropriate solutions using the Emerson Portfolio.
- Develop, execute, and communicate strategic account plans to penetrate new markets and grow share in the data center energy segment, short and long term
- Capable of building and maintaining strong relationships with a diverse set of internal and external constituencies including C-Level executives, senior-level decision makers, technical teams and successfully navigate the procurement process.
- Create and deliver technical presentations to prospective clients
- Identify and recommend account strategies through territory business analysis
- Negotiate technical and commercial issues to close orders
- Provide concise industry updates, competitive differentiation and pricing strategy to executive-level management
- Maintain Customer Relationship Management (CRM) tool
- Participation in select professional meetings, trade shows, and conferences as a representative of Emerson
What You'll Need
WHO YOU ARE:
- Strong team player with self-motivation and customer focus.
- Excellent communication, negotiation, and presentation skills. Ability to adjust communication content and style to meet the needs of diverse audiences.
- You serve as a strategic partner and advisor to build, grow, and maintain profitable and long-lasting relationships with key accounts.
- You honor commitments and keep confidence.
REQUIRED EDUCATION, EXPERIENCE & SKILLS:
- Bachelor of Science degree in Electrical, Chemical or Mechanical Engineering (BSEE, BSChE, BSME), or equivalent technical degree is required.
- Minimum 7 years' experience in operational technology sales, marketing, operations or related fields applying Control System and Microgrid solutions
- Demonstrated experience breaking into new accounts and establishing vertical and horizontal relationships
- Strong understanding of the industry drivers that lead to control system upgrades
- Ability to travel up to 50% annually within the United States and Canada
- Legal authorization to work in the United States without the requirement for employer sponsorship or work visas
PREFERRED EDUCATION, EXPERIENCE & SKILLS:
- Prior Sales experience in the Power industry
- Prior experience and relationships w/ Hyper Scale customers (Oracle, Meta, Google, Microsoft, etc.)
- Existing relationships within the Industrial Power market including Hyper Scalers, Investor-Owned Utilities, Independent Power Producers, Operators, Developers and EPCs
- Prior experience in greenfield operational technology sales, power preferred.
- Knowledge of Operation Technology (EMS, SCADA, ADMS, DERMS) control systems is preferred.
- Knowledge of Microgrid control systems is preferred.
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