Sr Sales Account Manager

Role Overview

Senior Sales Account Manager at AspenTech, based in Morocco and Sub-Sahara French-speaking regions.

Company Overview

AspenTech is a leading supplier of software that optimizes process manufacturing, including oil and gas, petroleum, chemicals, pharmaceuticals and other industries that manufacture and produce products from a chemical process. The aspenONE integrated solutions help process manufacturers implement best practices for optimizing engineering, manufacturing and supply chain operations. The Asset Performance Management (APM) suite supports corporate reliability initiatives through an analytics-driven approach to asset availability, combining deep process modeling expertise with real-time big data to extend asset life and effectiveness.

Role Purpose

Develop and expand business within assigned accounts in Morocco and Sub-Sahara French-speaking regions by selling AspenTech's complete software portfolio and implementation services. Build strategic client relationships, formulate client strategies, and maximize the value delivered by AspenTech solutions through consultative selling and account management across all organizational levels.

Key Responsibilities

Account & Relationship Management

• Manage account and relationship development at all levels of the customer organization.
• Develop and maintain current business with existing portfolio customers in Sub-Sahara Africa French-speaking countries.
• Prospect new customers in Sub-Sahara Africa.
• Actively prospect new business relationships within existing accounts.
• Establish and cultivate C-level consultative relationships.

Solution Strategy & Positioning

• Articulate solution business value to customers and lead solution development efforts that best address customer needs.
• 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 software applications, white space and competitive software usage within the account.
• Challenge customers' current way of doing business to drive results.
• Identify how existing customer solutions can be repeated and leveraged within the industry sector.

Sales Operations & Pipeline Management

• Administer overall strategic account plan, opportunity management, competitive displacement targeting, and pipeline development within CRM tool.
• Respond to RFPs and prepare bids.
• Lead bid follow-up, negotiation and closing of sales.
• Lead multimillion dollar sales campaigns.
• Accurately forecast deals for current and future business and achieve aggressive sales quota.

Reporting & Planning

• Provide sales and executive management with account updates and sales forecasts.
• Develop annual regional business plan aligned with global sales objectives.
• Drive revenue identification and identify emerging opportunities, competitor activities and strategic accounts.

Cross-Functional Coordination

• Coordinate the involvement of all necessary company personnel including support, service and management resources in order to meet account performance objectives and customers' expectations.

Qualifications & Experience

• Minimum 10 years software sales experience or industry experience in a consultative selling role in West Sub-Sahara countries.
• Demonstrated track record in solution sales with multi-year achievement against personal quota.
• Significant experience leading multimillion dollar sales campaigns.
• Proven record in sales experience in Libya and Sub-Sahara French-speaking countries within the Oil and Gas sector, energy, chemicals and petrochemicals.
• Experience selling to customers in the Energy/Petroleum/Engineering industry.
• Process industry knowledge.
• Bachelor's degree in chemical, industrial, production, or petroleum engineering (additional consideration).

Skills & Competencies

• Excellent written and oral communication skills in Arabic, French, and English language.
• Proficiency in English and French (mandatory).
• Familiarity with process modeling software products and services.
• Knowledge of advance process control and real-time optimization.
• Knowledge of manufacturing execution systems and planning and scheduling solutions.
• Knowledge of asset management and maintenance business processes.
• Knowledge of chemical production and supply chain business processes.
• Self-discipline and motivation with the ability to set goals that exceed the expectations of the company or manager.
• Strong knowledge of Oil and Gas industry in Africa markets (West Africa Sub-Sahara countries).

Additional Information

• Travel is expected 70% of time.
• Grow the business of the firm in Sub-Sahara Africa region.