Sr Director, Area Sales
3 weeks ago
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
We are looking for a Senior Director, Area Sales who is responsible for meeting revenue growth and renewals across DGM solutions which are focused on electricity utility real-time grid control systems (SCADA, EMS, GMS, DMS, OMS, DERMS) in APAC region.The role involves knowledge of the relevant industries, AspenTech DGM solutions, value proposition, sales process and market characteristics to manage, assign and mentor the Sales Account Managers to maximize sales, grow revenue and our relationships with customers.
This position directly manages a team of 3-5 Sales Account Managers and reports to the Vice President, Sales
Your Impact
Achieve Regional revenue growth and renewals license targets, as well as service targets, each fiscal quarter and fiscal year Effectively manage a group of experienced Account Managers who are geographically dispersed across multiple regions. This includes, but not limited to: Setting goals and objectives and regularly reviewing such Training and coaching Mentors the Sales Account Managers in all aspects of the sales process and sales methodology, account management, company resource coordination, and administration Provide accurate and timely sales forecasts to executive management on a weekly basis with predictability within +/- 5% Ensure all Sales Account Managers participate each quarter in delivering agreed forecast. Coordinate with Global Account Sales Management to ensure proper account coordination across worldwide territories and penetration in assigned accounts and achievement of sales quota on a team basis Coordinate with business unit management and staff to ensure appropriate resource assignment and accurate commercial pricing of proposed solutions. Coordinate opportunities with solution partners as required Work with Marketing to design and execute appropriate business development opportunities to provide multipliers of pipeline to required quota on a 5 quarterly rolling basis. Collaborate with our Solution Consulting Directors to execute and achieve pipeline targets on defined Growth Initiatives.
What You'll Need
More than 20 years of experience in software sales, with at least 10 years of experience managing a team in DGM solutions environment. Able to work collaboratively and effectively lead, motivate, and manage sales professionals with a technical bias remotely. Demonstrates a strong methodology on leadership and understand resonant leadership Possess gravitas with the ability to establish and cultivate effective relationships at executive level, both within customers and at AspenTech Strong influencing, communication and interpersonal skills Ability to perform in a result-focused environment Excellent English verbal and writing skills, any other languages are an advantage. Travel is expected approximately 30% of the time, subject to any global or local restrictions Electrical Engineering, Computer Science or Related technical field knowledge and experience would be an advantage or some other process industry.-
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