Director, Area Sales

AspenTech•Houston, TX

About The Position

The driving force behind our success has always been the people of AspenTech. What drives us, is our aspiration, our desire and ambition to keep pushing the envelope, overcoming any hurdle, challenging the status quo to continually find a better way. You will experience these qualities of passion, pride and aspiration in many ways — from a rich set of career development programs to support of community service projects to social events that foster fun and relationship building across our global community. The Role The Director, Area Sales is responsible for meeting revenue goals within assigned accounts within North America. This position directly manages a team of up to eight Sales Account Managers and reports to the Vice-President, North America. Your Impact Aggressive Regional license revenue and service sales targets each fiscal quarter and fiscal year. Manage a group of experienced Account Managers who are geographically dispersed. This includes: Recruiting and hiring as required Training and coaching Performance Management, including dismissals, if appropriate. Train and coach Sales Account Managers in all aspects of the sales process and sales methodology, account management, company resource coordination, and administration. Provide accurate and timely sales forecasts to executive management. Maintain sales expenses within allocated budget. Coordinate with Global Account Sales Management to ensure proper account coordination and penetration in assigned accounts and sales quota achievement on a team basis. Coordinate with business unit management and staff to ensure proper pricing of proposed solutions and development of new campaigns. Coordinate opportunities with solution partners as required.

Requirements

Bachelors degree required.
Minimum 15 years selling enterprise software and engineering solutions required
5 years of direct sales management experience required
Executive presence and demeanor with consultative/execution relationship building selling skills a must.
Demonstrated record of success in direct sales role
Ability to lead, motivate, and manage sales professionals
Ability to successfully interact with C-Suite executives of clients.
Ability to perform in a highly stressful, result-focused, environment.
Requires 50% travel per calendar year, including overnight travel
This position requires flexibility in work hours

Nice To Haves

Business or Chemical Engineering degree preferred
Chemicals market preferred
Familiarity with process modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions preferred.

Responsibilities

Aggressive Regional license revenue and service sales targets each fiscal quarter and fiscal year.
Manage a group of experienced Account Managers who are geographically dispersed.
Recruiting and hiring as required
Training and coaching
Performance Management, including dismissals, if appropriate.
Train and coach Sales Account Managers in all aspects of the sales process and sales methodology, account management, company resource coordination, and administration.
Provide accurate and timely sales forecasts to executive management.
Maintain sales expenses within allocated budget.
Coordinate with Global Account Sales Management to ensure proper account coordination and penetration in assigned accounts and sales quota achievement on a team basis.
Coordinate with business unit management and staff to ensure proper pricing of proposed solutions and development of new campaigns.
Coordinate opportunities with solution partners as required.