Senior Sales Account Manager - Digital Grid Management

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 state-of-the-art software products in electric and natural gas environments. You will be responsible for business development, delivery and explanation of complex quotations, maintaining an accurate forecast and responsible for contract closure.

Role Details:

• Generate business and sell automation and control systems and services with both smaller and major sized electric and gas utilities.

• Build and execute account plans to achieve sales goals and business unit growth.

• Manage portfolio of accounts, identify & propose qualified accounts and establish list of target and strategic utility accounts.

• Work closely with the development and engineering teams to create fit-for-purpose customer solutions.

• Develop 3-year account plans including technical solutions, pricing strategy, revenue and profit targets.

• Identify growth opportunities with each account to expand the business.

• Conduct effective sales presentations addressing the business needs to the customer and propose value-added solutions.

• Negotiate and close sales contracts.

• Work with proposal and project delivery teams to ensure best in class technical and commercial offers to customers.

• Develop and maintain knowledge of the market, trends and issues to effectively apply products and services to meet customers’ unique business goals.

• Bachelor's degree required in related field, or equivalent years of relevant work experience.  

• Proven sales experience required, preferably in the utility software sales sector or industry experience in a consultative selling role. 

• Proficiency with use of Salesforce.

• Ability to travel. Actual travel percentages can vary based on role and business needs. Flexibility may be discussed through 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.