· Achieve assigned quarterly/annual sales quota and ideal pipeline for licenses and services in assigned accounts.
· Effectively manage customer relations through Quarterly Customer Business Reviews and regular customer visits。
· Leverage AspenTech Customer Center Selling (CCS) methodologies to advance and close deals.
· Articulate solution business value to customers. Coordinate AspenTech functional groups to develop and present customer financial benefit assessments.
· Gather market information from multiple sources, to analyze competition and consumer/market trends.
· Effective use of the “AspenTech Sales Toolkit” and all related sales support materials.
· Works cross-functionally to optimize results.
· Demonstrate understanding of the customer’s business priorities and initiatives. Discuss relevant trends and priorities integrating industry knowledge and solution knowledge.
· Position AspenTech capabilities in customer terms with passion and enthusiasm.
· Effectively negotiate consistent with AspenTech’s overall strategy and business interests.
· Exhibit knowledge of industry value chains, business performance, key trends, and investment drivers.
· Demonstrate effective selling and presentation techniques to influence the customer.
· Develop clear and well-articulated account strategy and plan including white-space analysis and awareness plans.
· Perform periodic review of opportunity plans with extended team.
· Overall ownership of the Deal Model process for assigned clients. This includes responsibility for proposals, contracts and pricing approval for licenses and professional services.
· Manage day-to-day sales process, coordinate account meetings, and effectively use Solution Consulting (Pre-Sales Engineering) and Sales Support resources.
· Understanding of and execution against expected performance metrics, i.e., customer meetings per week, customer facing time, BPRs per quarter, pipeline quantity and velocity, etc.
· Timely and accurate input of required data into the CRM and time management systems.
· Accurate and timely completion of all reports and forecasts.
· Compliance with AT policies and procedures at all times.