Senior Sales Account Manager, Digital Grid Management

About Aspen Technology

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

As a Senior Sales Account Manager, Digital Grid Management, you will be a key contributor to AspenTech's success. This role demands a proactive approach to leading complex solution sales for state-of-the-art software products within the electric and natural gas environments. You will be instrumental in business development, managing the sales cycle from quotation delivery to contract closure, and maintaining an accurate sales forecast.

Your Impact

AspenTech – Digital Grid Management (DGM) is a leading supplier of OT software for electric and natural gas markets supporting functionalities such as SCADA, DERMS, Historian, and Preventative Maintenance applications. In this position, you will lead complex solution sales for these cutting-edge software products, driving significant growth and impact within a vital industry.

Role Details:

• Generate business and sell automation and control systems and services to both smaller and major sized electric and gas utilities.
• Build and execute comprehensive account plans to achieve sales goals and business unit growth.
• Manage a strategic portfolio of accounts, identify & propose qualified accounts, and establish a list of target and strategic utility accounts.
• Work closely with the development and engineering teams to create fit-for-purpose customer solutions that address specific business challenges.
• Develop detailed 3-year account plans, including technical solutions, pricing strategy, and robust revenue and profit targets.
• Identify growth opportunities within each account to strategically expand the business footprint.
• Conduct effective sales presentations, clearly addressing the business needs of the customer and proposing value-added solutions.
• Negotiate and successfully close sales contracts, ensuring mutually beneficial agreements.
• Collaborate with proposal and project delivery teams to ensure best-in-class technical and commercial offers to customers.
• Develop and maintain deep knowledge of the market, emerging trends, and industry issues to effectively apply products and services to meet customers’ unique business goals.

What You'll Need

• Bachelor's degree required in a related field, or equivalent years of relevant work experience.
• Proven sales experience is required, preferably in the utility software sales sector or with extensive industry experience in a consultative selling role.
• Proficiency with the use of Salesforce or similar CRM systems.
• Ability to travel as required by the role; actual travel percentages can vary based on business needs, with flexibility potentially discussed during the interview process.
• Candidates with similar skills or experiences may be considered, and training may be offered where needed. Applicants will be reviewed for this position as well as similar roles with varying skill requirements and/or years of experience.

Key skills/competency

• Sales Strategy
• Account Management
• Business Development
• Utility Industry
• SCADA/DERMS
• Solution Selling
• Contract Negotiation
• Salesforce CRM
• Market Analysis
• Energy Grid Management