Job Description Summary
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 Inside Sales Account Manager (ISAM) will develop 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 ISAM role is directly responsible for generating revenue by selling AspenTech’s products using proven sales methodologies taught in an onboarding program. The ISAM 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.
Job Description
* Consistently meet or exceed individual quota.
* 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.
* 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 existing clients by engaging with existing contacts and increasing Aspentech footprint within the client’s organisations.
* Renew and grow existing AspenTech footprint within existing accounts.
* Proactive calling to generate growth on existing accounts; and follow-up on outbound marketing campaigns.
* Displace competitors by calling out to customers that have competitive products currently installed.
* Has an understanding of the customer’s buying process.
* Accurately forecast sales achievement.
* Negotiate contracts and business terms and conditions.
* Develop and execute territory plan to maximize revenue.
* Assist in the mentoring and support of junior teammates.
Additional Job Description
* Bachelor's degree required.
* Experience in a lead development or sales 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).