Aspen Technology, Inc. Manager, Area Sales in BEIJING 100027, China

Overview:

AspenTech is a leading supplier of software that optimizes process manufacturing – including oil and gas, petroleum, chemicals, pharmaceuticals and other industries that manufacture and produce products from a chemical process. With integrated aspenONE solutions, process manufacturers can implement best practices for optimizing their engineering, manufacturing and supply chain operations. As a result, AspenTech customers are better able to increase capacity, improve margins, reduce costs and become more energy efficient. To see how the world’s leading process manufacturers rely on AspenTech to achieve their operational excellence goals, visit.

We are now seeking a position of Manager, Area Sales, directly responsible for generating revenue growth through the sale of AspenTech software solutions and professional services. The incumbent will drive consultative discussion to position AspenTech software and services solutions with our customers, to renew and grow our business.

Responsibilities:

Sales

  1. Achieve assigned quarterly/annual sales quota and ideal pipeline for licenses and services in assigned accounts.

  2. Effectively manage customer relations through Quarterly Customer Business Reviews and regular customer visits.

  3. Leverage AspenTech Customer Center Selling (CCS) methodologies to advance and close deals.

  4. Articulate solution business value to customers. Coordinate AspenTech functional groups to develop and present customer financial benefit assessments.

  5. Gather market information from multiple sources, to analyze competition and consumer/market trends.

  6. Effective use of the “AspenTech Sales Toolkit” and all related sales support materials.

  7. Works cross-functionally to optimize results.

  8. Demonstrate understanding of the customer's business priorities and initiatives. Discuss relevant trends and priorities integrating industry knowledge and solution knowledge.

  9. Position AspenTech capabilities in customer terms with passion and enthusiasm.

  10. Effectively negotiate consistent with AspenTech’s overall strategy and business interests.

  11. Exhibit knowledge of industry value chains, business performance, key trends, and investment drivers.

  12. Demonstrate effective selling and presentation techniques to influence the customer.

Operational Excellence

  1. Develop clear and well-articulated account strategy and plan including white-space analysis and awareness plans.

  2. Perform periodic review of opportunity plans with extended team.

  3. Overall ownership of the Deal Model process for assigned clients. This includes responsibility for proposals, contracts and pricing approval for licenses and professional services.

  4. Manage day-to-day sales process, coordinate account meetings, and effectively use Business Consulting (Pre-Sales Engineering) and Sales Support resources.

  5. Understanding of and execution against expected performance metrics, i.e., customer meetings per week, customer facing time, BPRs per quarter, pipeline quantity and velocity, etc.

  6. Timely and accurate input of required data into the CRM and time management systems.

  7. Accurate and timely completion of all reports and forecasts.

  8. Compliance with AT policies and procedures at all times.

Coaching & Mentoring

  1. Coach Sales Account Managers to achieve assigned quota.

  2. Reinforce and monitor the use of customer centric benefit assessments.

  3. Hire, train and manage experienced, geographically dispersed Account Managers.

  4. Effectively work with HR to drive and maintain a proactive recruiting strategy that identifies high quality talent in a timely manner. Evaluate talent against AspenTech competencies.

  5. Training and coaching in key AspenTech processes and behaviors including the AspenTech Customer Centric Sales (CCS) methodologies, Account management, Customer Quarterly Business Reviews (QBR),Corporate and regional growth metrics, Use and understanding of the “Sales Tool Kit” and all sales support residing in the AspenTech Knowledge Base.

  6. Ensure employees are effectively informed of company and regional initiatives.

  7. Provide regular career and skill development coaching. Identify and nurture high potential talent.

  8. Identify and resolve employee issues in a timely manner.

  9. Provide performance feedback on a regular basis that informs and motivates. This includes timely preparation and delivery of performance evaluations, goal-setting documents, informal “check-ins”, team meetings, etc.

  10. Ensure team goals are properly aligned to corporate objectives.

Qualifications:

  1. Bachelor degree in Chemical, Industrial, Production, or Petroleum engineering.

  2. Minimum 10 years selling enterprise software and engineering solutions.

  3. 5 years of direct sales management experience, with a proven sales track record.

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

  5. Able to interact/sell effectively and comfortably with C-Suite executives, with consultative/ execution relationship building selling skill.

  6. Able to commute regularly for domestic or overseas business travel.

PLEASE NOTE: This job description is intended to describe the general nature and level of the work to be performed by any person employed in this role. This job description is not intended to be a specific or exhaustive list of all duties and responsibilities required. Aspen Technology reserves the right in its sole discretion to add to, reduce from, or make changes to this job description, and/or to the actual duties performed by the employee, as necessary to meet business and organizational needs.

Aspen Technology is an affirmative action, equal opportunity employer.

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Req # 9116

# of Openings 1

Job Locations CN-BEIJING 100027

Job Posting Category Sales