Sr. Software Sales Manager - Heavy Process Industries

Overview

The Sr. Software Sales Manager is responsible for developing business within an assigned region, upselling consulting services to assigned customer accounts, and selling AspenTech software and implementation services across Engineering, Manufacturing and Supply Chain Management solutions.

What you'll do

• Develop business within an assigned region and upsell consulting services directly to assigned customer accounts.
• Work with cross-functional teams to formulate client strategies, manage clients and close strategic client opportunities.
• Sell the AspenTech complete software portfolio and implementation services.
• Develop and manage accounts and relationships at all levels in customer organizations.
• Articulate solution business value to customers and lead solution development efforts that address customer needs.
• Coordinate support, service and management resources to meet account performance objectives and customer expectations.
• Demonstrate understanding of customers' business priorities and initiatives.
• Discuss relevant trends and priorities by integrating industry knowledge and solution knowledge.
• Understand current AspenTech software application usage, white space and competitive software usage within accounts.
• Challenge customers' current way of doing business to drive results.
• Develop the overall strategic account plan, Opportunity Winning Plan, Competitive Displacement Plan and Pipeline Development Plan.
• Respond to RFPs, prepare bids, follow up, negotiate and close sales.
• Provide sales and executive management with account updates and sales forecasts.
• Achieve quarterly and annual sales quota.
• Accurately forecast deals for the quarter and future quarters.
• Act as a hunter focused on new logos.

What you'll need

• Minimum of 5 years software sales experience or industry experience in a consultative selling role.
• Ability to see how existing customer solutions can be repeated and leveraged within an industry sector.
• Demonstrated track record in solution sales with multi-year achievement against personal quota.
• Ability to actively 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 the ability to set goals that exceed the expectations of the company or manager.
• Bachelor's degree in chemical, Industrial, Production, or Petroleum engineering.
• Experience selling to customers in the process/heavy industries.
• Knowledge of asset management and maintenance business processes.
• Process industry knowledge.

Nice to have

• Familiarity with process modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions.

Details

• Location: Mumbai.
• Travel potential up to 50% of time.