Sales Account Executive
At a glance
Mid-level Account Executive role at AspenTech. Montreal · no salary stated · we estimate CA$90,000–CA$136,000.
AspenTech has not published a salary for this role. The figure below is our estimate, not theirs.
growthroles summary, based on the employer's posting.
What you'll do
- Find and close business across assigned accounts, including consultative sales of added solutions and services to current and prospective customers
- Build account relationships at every customer level and explain how proposed solutions address their business priorities
- Coordinate internal teams around solution design, customer expectations and strategic opportunities
- Maintain account plans, sales opportunities, competitive targets and pipeline records in Salesforce
- Handle proposals and bids through negotiation and close, while updating leaders and forecasting deals against quota
What you bring
- At least ten years in utility sales or a related industry, working in a consultative sales capacity
- A record of leading large, multimillion-dollar sales efforts and repeatedly meeting personal targets with solution sales
- Experience building advisory relationships with C-suite customer leaders
- Strong written and spoken communication, with the drive to set and surpass sales goals
Who this fits
This is an individual-contributor role for an experienced consultative seller who can lead cross-functional teams and develop strategic customer accounts. Expect to travel for about half of your working time.
From the employer
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
The Sales Account Executive is responsible for identifying, developing, and closing business for assigned customer accounts, including consultative upselling of solutions and services at both new and existing Digital Grid Management (DGM) customer accounts. As an individual contributor, you will lead cross-functional teams to formulate client strategies, manage client solutions, and close on strategic client opportunities.We are seeking a strategic sales thinker with the ability to see how existing customer solutions can be repeated and leveraged within an industry sector. Proficient at excellent written and oral communication skills. Must have self-discipline and motivation towards setting and exceeding the goals expectations of the company or manager. You will be focused on maximizing and increasing the value delivered by our solutions to our clients by positioning the DGM business’s comprehensive software portfolio and implementation services.
Your Impact
Job Description
- Account and relationship development and management, at all levels of the customer organization.
- Articulate solution business value to customers and lead solution development efforts that best address customer needs whilst coordinating the involvement of all necessary company personnel including support, service, and management resources to meet account performance objectives and customers' expectations.
- Demonstrate thorough understanding of the customer's business priorities and initiatives. Discuss relevant trends and priorities integrating industry knowledge and solution knowledge.
- Ability to challenge customers’ current way of doing business to drive results.
- Responsible for administration of overall strategic account plan, opportunity management, competitive displacement targeting, and pipeline development within CRM tool.
- Respond to RFPs, bid preparation, follow-up, negotiation and closing of sales.
- Provide sales and executive management with account updates, sales forecasts, etc.
- Proficiently use SalesForce for opportunity management.
- Accurately forecast deals for current and future business.
- Achieve aggressive sales quota.
What You'll Need
Additional Job Description
- 10+ years of related utility sales experience or Industry experience in a consultative selling role. Experience leading multimillion dollar sales campaigns.
- Demonstrated track record in solution sales with multi-year achievement against personal quota. Demonstrated experience establishing and cultivating "C" level consultative relationships.
- Ability to travel 50% of time.
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