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Director, Area Sales

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Aspen Technology

1mo ago

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
    IT & Cybersecurity
  • Reading
  • Quick Apply

AI generated summary

  • You need 10+ years in software sales, 5+ in management, a strong track record, excellent communication skills, and experience in Oil & Gas or Chemical industries. Travel 50% required.
  • You will manage a sales team, achieve quotas, develop opportunity pipelines, forecast sales, build customer relationships, and collaborate with internal departments to drive results.

Requirements

  • Minimum of 10 years software sales experience and 5+ years sales management experience with a demonstrated track record showing multi-year achievement against quota.
  • Demonstrated track record in successful direct sales of software solutions.
  • Fast learner and self-starter
  • Ability to manage teams that can handle a mix of new business activities including prospecting, long-term account planning and management of a large number of key accounts.
  • Significant experience leading multimillion dollar sales campaigns.
  • Proficient at establishing and cultivating "C" level consultative relationships.
  • Excellent written and oral communication skills.
  • University degree required.
  • Bachelor degree in Chemical, Industrial, Production, or Petroleum engineering preferred.
  • Experience selling to customers in the Oil & Gas, Chemical or other Process industries preferred.
  • Familiarity with process modeling software products and services, APC / real time optimization, asset management, MES and planning and scheduling solutions preferred.
  • Travel is expected 50% of time.

Responsibilities

  • Managing a team of experienced account managers who are geographically dispersed.
  • Achieving quarterly and annual sales quota.
  • Developing and growing a pipeline of opportunities for AspenTech products within the Oil & Gas, Chemicals, Metals and Mining and other Process Industries through focused and disciplined campaigns.
  • Providing accurate and timely sales forecasts to executive management.
  • Developing and updating the sales forecast and pipeline in Salesforce on a weekly basis.
  • Working as a leader and a contributor, when needed, to ensure business is closed on time and as forecasted.
  • Creating, maintaining and building senior level customer relationships.
  • Setting a clear vision for the sales team that is reinforced through actions aligning with that direction.
  • Developing and maintaining good domain knowledge and competitive intelligence of machine learning, Smart manufacturing, and IoT.
  • Liaising and working with departments within AspenTech (e.g. Finance, Operations, Legal Department) to achieve desired business results.
  • Working as a team member on sales efforts involving global account opportunities.

FAQs

What is the primary focus of the Director, Area Sales role at AspenTech?

The primary focus is to lead a high-performing sales team, drive sales success in high tech software solutions for the Oil & Gas, Chemicals, and other Process Industries, and maintain a Customer First Mindset.

What are the key responsibilities of the Director, Area Sales?

The key responsibilities include managing a team of account managers, achieving sales quotas, developing a sales pipeline, providing sales forecasts, building senior-level customer relationships, and working collaboratively across departments to close business.

What qualifications are required for this position?

Candidates should have a minimum of 10 years of software sales experience, 5+ years of sales management experience, excellent communication skills, and a university degree, preferably in Chemical, Industrial, Production, or Petroleum engineering.

Is experience in specific industries preferred for this role?

Yes, experience selling to customers in the Oil & Gas, Chemicals, or other Process Industries is preferred.

How often is travel required for this position?

Travel is expected to be 50% of the time.

What technologies should candidates be familiar with for this role?

Candidates should have familiarity with process modeling software products and services, APC/real-time optimization, asset management, MES, and planning and scheduling solutions.

What personal qualities should the ideal candidate possess?

The ideal candidate should be highly motivated, a self-starter, possess excellent business acumen, and have leadership qualities to drive the sales team effectively.

How important is it for the Director, Area Sales to build relationships?

Building and maintaining senior-level customer relationships is critical to the success of the sales strategy and overall business outcomes.

Will the Director, Area Sales be involved in direct sales efforts?

Yes, this role requires active involvement in closing business alongside the sales account managers.

What is the company culture like at AspenTech?

AspenTech has a culture that values innovation, customer focus, and continuous improvement, fostered through career development programs and community service projects.

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Aspen Technology

Technology
Industry
1001-5000
Employees

Mission & Purpose

AspenTech is a global leader in asset optimisation software that helps industries such as energy, chemicals, engineering, and manufacturing to improve efficiency, productivity, and sustainability. They provide advanced solutions powered by AI and machine learning to optimise the design, operation, and maintenance of complex processes, enabling companies to achieve higher operational performance and make better, data-driven decisions. AspenTech’s ultimate mission is to drive the digital transformation of industries, enabling them to operate with greater agility and sustainability. Their purpose is to help businesses optimise their assets, reduce waste, lower emissions, and ultimately achieve a higher return on their investments while contributing to a more sustainable future.