Director, High Velocity Sales

Achieves assigned personal and team quarterly/annual sales quota and pipeline in assigned accounts and regions.

Promotes the sale of AspenTech’s Small Medium Business (SMB) offering as well as enterprise token offerings.

Manages day-to-day operation and oversight of team by providing sales guidance, planning, and rigor around forecasting, building pipeline, executing and following up on marketing generated demand generation activity, inbound sales activity and managing customer interaction through our CRM system.

Leverage AspenTech Customer Centric Selling (CCS) methodologies to advance and close deals.

Articulate solution business value to customers. Coordinate and work with Aspentech Order Operations and Finance Operations to advance deals.

Gather market information from multiple sources, to analyze competition and consumer/market trends.

Ensure effective use of all Marketing provided external customer-facing collateral and internal assets.

Understands the customer's business priorities and initiatives. Ability to discuss relevant trends and priorities integrating industry knowledge and solution knowledge.

Positions AspenTech capabilities in customer terms with passion and enthusiasm.

Effectively negotiate which is 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 prospecting techniques to influence the customer with significant focus on prospecting/new customer acquisition.

Coordinate opportunities with solution partners as required.

Coach iSAMs to achieve assigned quota via a combination of renewal business and new customer acquisition.