Director, Area Sales

AspenTech · Pune

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

Aspen Tech is currently seeking a Director, Area Sales with a proven track record of sales success with high tech software solutions into the Oil & Gas, Chemicals and other Heavy Industries. The individual we seek is a sales professional who is highly motivated and a self-starter with excellent business acumen and gravitas. This individual must be able to build, develop and drive a high energy sales team through a focused and disciplined approach. Leadership rather than management is a requirement and that leadership requires an individual that can both set a vision and roll up their sleeves and get into the details of closing business alongside their sales account managers. The role will grow AspenTech’s business across India, working closely with Emerson teams to identify opportunities within the existing DeltaV and AMS customer base.

Your Impact

Managing a team of experienced account managers who are geographically dispersed.
Achieving quarterly and annual sales quota.
Developing and growing a pipeline of opportunities for AspenTech products within the Oil & Gas, Chemicals, Metals and Mining and other Process Industries through focused and disciplined campaigns.
Providing accurate and timely sales forecasts to executive management.
Developing and updating the sales forecast and pipeline in Salesforce on a weekly basis.
Working as a leader and a contributor, when needed, to ensure business is closed on time and as forecasted
Creating, maintaining and building senior level customer relationships.
Setting a clear vision for the sales team that is reinforced through actions aligning with that direction
Developing and maintaining good domain knowledge and competitive intelligence of machine learning, Smart manufacturing, and IoT.
Liaising and working with departments within AspenTech (e.g. Finance, Operations, Legal Department) to achieve desired business results.
Working as a team member on sales efforts involving global account opportunities.

What You'll Need

Minimum of 10 years software sales experience and 5+ years sales management experience with a demonstrated track record showing multi-year achievement against quota.
Demonstrated track record in successful direct sales of software solutions.
Fast learner and self-starter
Ability to manage teams that can handle a mix of new business activities including prospecting, long-term account planning and management of a large number of key accounts.
Significant experience leading multimillion dollar sales campaigns.
Proficient at establishing and cultivating "C" level consultative relationships.
Excellent written and oral communication skills.
Bachelor degree in Chemical, Industrial, Production, or Petroleum engineering.
Experience selling to customers in the Oil & Gas, Chemical or other Process industries.
Familiarity with process modeling software products and services, APC / real time optimization, asset management, MES and planning and scheduling solutions preferred.
Global Travel is expected 50% of time.
Fluent in English.

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