VP of Sales - Global SMB

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 RoleThe VP of Sales, will lead a global organization that manages AspenTech’s global High Velocity Sales (HVS) business. The ideal candidate will be a proven, hands-on, high energy and detailed oriented individual who has successfully led inside sales organizations. This leader is responsible for leading global teams to exceed customer and sales objectives, champion the sales strategy, implement and contribute to change initiatives to accelerate growth and customer experience, and build a High Velocity Sales team with exceptional sales talent. The leader will be expected to drive continuous improvement across all key sales functions within HVS, while reinforcing a goal-oriented, collaborative team environment.
This position is based in Houston, TX and will report directly to the SVP of Global Sales. This is an excellent opportunity for someone who is passionate about driving an inside sales strategy and enjoys working in a hands-on environment. The leader must be focused on exceeding pipeline, sales, revenue, operational and strategic goals as well as the professional growth, development and success of their team members.

Your Impact

• Responsible for the continuous build-up and growth of the established AspenTech HVS organization.
•  Responsible for creating a continuous atmosphere of success and empowerment within the HVS organization, motivating the HVS team to accomplish stretch goals.
• Provide sales leadership within an organization that is an existing market leader looking to continue to drive the acquisition of new logo customers as well as focusing on both up-sell and cross-sell growth strategies to existing customers.
• Develop and define the vision and associated strategy and execution of plans to achieve annual growth targets and positive business results. The leader does so by leading with behaviors that are positive in tone and connects team members through effective relationship management
• Develop and cultivate relationships with key AspenTech Field members and cross-departmental members, to develop effective internal relationships and smooth processes that drive sales success.
• Continuously build sufficient pipelines and effectively manages the stages of such pipeline; conduct regional sales forecasts, territory planning, demand generation, deal strategy development and trend analysis. Monitor all metrics and assure the team meetings both sales and key selling performance objectives.
• Handle escalations and participates directly in complex sales situations to negotiate and/or resolve disputes and ensure customer satisfaction.
• Lead with a Total Management approach to managing a globally dispersed team of Directors and High Velocity Sales Account Managers. Committed to defining winning sales strategies, hiring the best talent through internal partnering with HR members, coaching team members, participating in regular performance reviews and promoting career development. Redirects performance issues in a timely manner and positively reinforces key behaviors.
• Serve as the change agent, taking full responsibility for leading, directing and managing organizational change by building team commitment to initiatives.
• Ensures compliance with AspenTech policies and procedures at all times.

What You'll Need

• Must have global inside sales experience.
•  Must have 15+ years of experience within sales and inside sales management roles in enterprise software companies. 
• A minimum of 10 years working within inside sales management is required.
• Experience with a global software company required. Experience with AspenTech products, or within the Oil & Gas or Chemical industry is a plus.
• Strategic, self-disciplined leader with a proven track record of success and the ability to drive significant revenue within a global sales team.
• Executive presence and demeanor with consultative/execution relationship building selling skills a must.
• Strong interpersonal and communication skills with executive presence.
• Strong management and motivational skills required to lead and train staff while producing strong team results.
• A demonstrated team player and leader of high-performance team.
• Demonstrated ability to deliver results under pressure and adapt to changing business requirements; ability to plan, organize and manage multiple priorities.
• Bachelor’s Degree required, MBA a plus.
• This role requires domestic and international travel for up to 30% of the time.

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