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Sales Account Manager

7.00 to 10.00 Years   Pune   02 Oct, 2020
Aspen Technology
Job LocationPune
EducationNot Mentioned
SalaryNot Disclosed
IndustryIT - Software
Functional AreaGeneral / Other Software
EmploymentTypeFull-time

Job Description

The Role

Your Impact
  • Achieve assigned quarterly/annual sales quota and ideal pipeline for Software licenses and services in assigned accounts.
  • Effectively manage customer relations through Quarterly Customer Business Reviews and regular customer visits.
  • Articulate solution business value to customers. Coordinate AspenTech functional groups to develop and present customer financial benefit assessments.
  • Gather market information from multiple sources, to analyze competition and consumer/market trends.
  • Demonstrate understanding of the customers business priorities and initiatives. Discuss relevant trends and priorities integrating industry knowledge and solution knowledge.
  • Operational Excellence - Develop clear and well-articulated account strategy and plan including white-space analysis and awareness plans.
  • Overall ownership of the Deal Model and contract negotiation process for assigned clients. This includes responsibility for proposals, contracts and pricing approval for licenses and professional services.
  • Manage day-to-day sales process, coordinate account meetings, and effectively use Solution Consulting (Pre-Sales Engineering) and Sales Support resources.
  • 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.
What Youll Need
  • Demonstrated success at establishing and cultivating C level consultative relationships.
  • Clear track record of leading and closing large/complex solution sales opportunities.
  • Self-discipline and motivation with strong influencing skills.
  • Minimum 7 years selling enterprise software solutions.
  • A University degree (Bachelors or equivalent).
  • Experience selling to customers in the Energy / Petroleum / Engineering / Pharma industry a plus.
,

Keyskills :
contract negotiationsolution consultingcustomer relationsoperational excellencesoftware solutionsmetricscareer developmentsolution salesperformance metricssalesidealequipment supplyreviewsrelationship buildingenterprise softwaresales proces

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