The Role
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 closing contracts.
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 a portfolio of accounts, identify & propose qualified accounts, and establish a list of target and strategic utility accounts.
* Work closely with 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 within each account to expand the business.
* Conduct effective sales presentations addressing customer needs and propose value-added solutions.
* Negotiate and close sales contracts.
* Collaborate with proposal and project delivery teams to ensure top-tier technical and commercial offers.
* Maintain knowledge of market trends and issues to effectively apply products and services to meet customer goals.
What You'll Need
* Bachelor's degree in a related field or equivalent relevant work experience.
* Proven sales experience, preferably in utility software sales or a consultative selling role within the industry.
* Proficiency with Salesforce.
* Ability to travel; travel percentages vary based on role and business needs. Flexibility discussed during the interview process.
Candidates with similar skills or experiences may be considered, and training may be provided where needed. Applications will be reviewed for this and similar roles with varying skill requirements and experience levels.
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