Sr Indirect Channels Sales

5 days ago

Shanghai, Shanghai, China AspenTech Full time

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 RoleSr Indirect Channels Sales will be responsible for developing and executing channel sales strategies, managing channel partners, and driving revenue growth in the assigned territory. You will work closely with the solutions consulting team, marketing team, system Integrators, and partners to identify and pursue new business opportunities, establish, and maintain strong relationships with partners, and achieve sales targets.Your Impact
  • Develop and execute channel sales strategies to achieve revenue growth targets in the assigned territory.
  • Articulate solution business value to customers and lead solution development efforts that best address customer needs whilst coordinating the involvement of all necessary company personnel including support, service, and management resources to meet account performance objectives and customers' expectations.
  • Demonstrate thorough understanding of the customer's business priorities and initiatives. Discuss relevant trends and priorities integrating industry knowledge and solution knowledge.
  • Have complete understanding of current usage of AspenTech software applications, white space, and competitive software usage within the Account.
  • Ability to challenge customers' current way of doing business to drive results.
  • Responsible for administration of overall strategic account plan, opportunity management, competitive displacement targeting, and pipeline development within SalesForce tool.
  • Build strong relationships with key partners and stakeholders and provide them with the necessary support and resources to ensure their success.
  • Respond to RFPs, bid preparation, follow-up, negotiation and closing of sales.
  • Provide sales and executive management with account updates, sales forecasts, etc.
  • Accurately forecast deals for current and future business.
  • Achieve aggressive sales quota.
  • Ensure compliance with company policies, procedures, and guidelines.
What You'll Need
  • Proven Industry software sales / channel sales experience in a consultative selling role.
  • Proven track record of achieving sales targets and driving revenue growth through channel partners.
  • Strategic sales or channel sales thinker - must be able to see how existing customer solutions can be repeated and leveraged within an industry sector.
  • Demonstrated track record in solution sales with multi-year achievement against personal quota.
  • Ability to work independently and as part of a team in a fast-paced, dynamic environment.
  • Proficient at establishing and cultivating "C" level consultative relationships.
  • Significant experience leading multimillion dollar sales campaigns.
  • Excellent written and oral communication skills.
  • Self-discipline and motivation with the ability to set goals that exceed the expectations of the company or manager.
  • Travel is expected 50% of time.
  • Bachelor's degree in chemical, Industrial, production, or petroleum engineering, electrical engineering, automation etc.
  • Experience selling to customers in the Energy/ Petroleum/ Engineering/ Miners/ Mining/ Metal industry.
  • Familiarity with process simulation and modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions preferred.
  • Knowledge of asset management and maintenance business processes.
  • Knowledge of Chemical production and supply chain business processes.
  • Process industry knowledge.
  • Relative technical background is plus.
  • Fluent in English and Mandarin.

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