Enterprise Sales Lead

3 weeks ago

Reading, United Kingdom Aspen Technology Full time
About the Role

The Sr Manager, High Velocity Sales is a critical position responsible for driving the overall sales growth strategies and results of AspenTech's High Velocity Sales in Europe.

The incumbent will plan and direct all sales and pipeline growing activities, including planning and implementing forecasts, staffing, training of the sales force, establishing short- and long-term goals in line with corporate objectives, and managing a team of High Velocity Sales Managers.

The objective of the role is to consistently grow pipeline and close new logo business by achieving assigned personal and team quarterly/annual sales quota and pipeline in assigned accounts and regions.

Key Responsibilities
  • Promote the sale of AspenTech's High Velocity Sales offering as well as enterprise token offerings.
  • Manage 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 and outbound sales activity, and managing customer interaction through our CRM system.
  • Gather market information from multiple sources to analyze competition and consumer/market trends.
  • Understand the customer's business priorities and initiatives and be able to discuss relevant trends and priorities integrating industry knowledge and solution knowledge.
  • Position 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.
  • Coach High Velocity Sales Managers to achieve assigned quota via new customer acquisition.
  • Coach High Velocity Sales Managers to develop unique, relevant, and compelling business propositions in support of prospecting for new business and competitive displacement.
  • Reinforce and monitor the use of customer-centric benefit assessments.
  • Effectively work with HR to drive and maintain a proactive recruiting strategy that identifies high-quality talent in a timely manner.
  • Provide performance feedback on a regular basis that informs and motivates.
  • Overall ownership of the Deal Model process for assigned clients, including responsibility for proposals, contracts, and pricing approval for licenses and professional services.
  • Manage day-to-day sales process, coordinate account meetings, and effectively use Pre-Sales and Technical Support Resources.
  • Manage to expected performance metrics, including customer meetings per week, calls per day/week, and activities per day/week.
  • Ensure timely and accurate input of required data into the CRM and time management systems.
  • Accurately and timely completion of all reports and forecasts.

Requirements

  • Consistent history of meeting/exceeding quota and pipeline expectation is a must.
  • Clear track record of leading a team to close large/complex sales opportunities.
  • Demonstrated ability to effectively communicate customer benefits through financial analysis.
  • Demonstrated success at establishing and cultivating "C" level consultative relationships.
  • Excellent written and oral communication skills. Strong business acumen.
  • Self-discipline and motivation to produce individual and team results.
  • Familiarity with Aspen or similar products is highly desirable.
  • Executive presence and demeanor with consultative/execution relationship building selling skills are a must.
  • Personal computer literacy, including Excel, PowerPoint, and CRM tools (specifically Salesforce).
  • A University degree (Bachelor's or equivalent).
  • Ability to perform in a fast-paced, result-focused environment.

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