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We are currently seeking Sr Sales Account Managers with proven software sales experience, or industry experience in a consultative selling role, for DGM solutions which are focused on electricity utility real-time grid control systems (SCADA, EMS, GMS, DMS, OMS, DERMS).
The right candidate will be focused on maximizing and increasing the value delivered by AspenTech DGM solutions to our clients in EURA. You will work with cross-functional teams to formulate client strategies, manage clients, and bring to closure strategic client opportunities.
Responsibilities
- Responsible for account and relationship development and management, at all levels of the customer organisation.
- 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 in order 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.
- Have complete understanding of current usage of AspenTech DGM Solutions, white space and competitive software usage within the Account.
- 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.
- Accurately forecast deals for current and future business.
- Achieve aggressive sales quota.
Qualifications
- Proven experience of software sales experience or industry experience in a consultative selling role.
- Strategic sales thinker - must be able 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.
- Proficient at 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.
- Travel is expected 50% of time.
Additional consideration for candidates with:
- Bachelor's degree in Electrical Engineering, Computer Science or Related technical field.
- Experience selling to customers in the Energy/Electricity Utility/Engineering industry.
- Familiarity with electricity utility real-time grid control systems solutions (SCADA, EMS, GMS, DMS, OMS, DERMS) preferred.
- Knowledge of asset management and business processes.
- Knowledge of cybersecurity principles and best practices for critical infrastructure systems, specifically pertaining to electric utility control systems and NERC CIP standards.
- of electric utility systems, grid control technologies, and protocols, such as DNP3, Modbus, IEC , IEC , ICCP and CIM.
- industry knowledge.
