Associate Manager, Velocity Sales

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 Associate Manager, High Velocity Sales will continue to develop an understanding of AspenTech value to customers to overachieve individual sales targets in an assigned, quota-carrying territory. Additionally, the Associate Manager, High Velocity Sales is responsible for the overall sales growth strategies and results of an AspenTech SMB (Small and Medium Business) sales team, reporting to the Director, for their specific region. The incumbent plans and directs all sales and pipeline growing activities including planning and implementing forecasts, staffing, training of the sales force, establishing short- and long-term goals in line with corporate objectives, and manages a team of High Velocity Sales Account Managers. The Associate Manager, High Velocity Sales objectives may include a combination of renewing and growing the installed base of accounts and closing new logo business.

Your Impact

• Consistently meet or exceed individual and team 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 new prospects by following up on inbound leads and online evaluations; proactive cold calling; following up on outbound marketing campaigns
  • Displace competitors by calling out to customers that have competitive products currently installed
  • Renew and grow existing AspenTech footprint within existing accounts
• 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

What You'll Need

• A minimum of 5 - 8 years in a 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 in a collaborative manner to achieve team goals
• Familiarity with Aspen or similar products a plus in addition to process industry knowledge
• Personal computer literacy including, Excel, PowerPoint and CRM tools (Salesforce)
• Experience in software or high-tech sales preferred
• Demonstrated ability to effectively communicate customer benefits through financial analysis
• Demonstrated success at establishing and cultivating "C" level consultative relationships
• Excellent written and oral communication skills. Strong business acumen
• Self-discipline and motivation to produce individual and team results
• Executive presence and demeanor with consultative/execution relationship building selling skills a must
• A University degree (Bachelor’s or equivalent)
• Ability to perform in a fast-paced, result-focused, environment