Sales Account Executive

• Maintain and expand relationships with strategically important customers
• Drive net new logo sales within targeted accounts and the assigned region
• Represent the full range of company products and services to assigned customers
• Lead the customer account planning cycle and ensure customers’ long-term needs and expectations are met
• Manage assigned accounts and opportunities
• Collaborate with marketing, pre-sales engineering, development, support, service, and management resources to maximize revenue growth and deepen customer relationships
• Lead joint company-strategic and new logo account planning processes
• Develop mutual performance objectives, financial targets, and critical milestones
• Articulate solution business value and lead solution development efforts
• Coordinate company personnel involvement to meet account performance objectives and customer expectations
• Demonstrate understanding of customer business priorities and initiatives
• Discuss relevant trends and priorities using industry and solution knowledge
• Proactively assess, clarify, and validate customer needs
• Gather market information and analyze competition and consumer/market trends
• Achieve strategic customer objectives and assigned sales quota
• Complete strategic customer and new business account plans
• Ensure a high degree of customer satisfaction
• Coordinate executive involvement with customer management
• Develop account strategies and plans including white-space analysis and awareness plans
• Own the Deal Model process, including proposals, contracts, and pricing approval for licenses and professional services
• Manage the day-to-day sales process and coordinate account meetings
• Use Business Consulting (Pre-Sales Engineering) and Sales Support resources effectively
• Execute against performance metrics including customer meetings, customer-facing time, BPRs, pipeline quantity, and pipeline velocity

• Demonstrated success at establishing and cultivating "C" level consultative relationships
• Clear track record of leading and closing large/complex solution sales opportunities
• Experience leading teams in a matrix organization with indirect supervision
• Executive presence and demeanor
• Self-discipline and motivation with strong influencing skills
• +8 years’ experience of major account management
• Minimum 8 years selling enterprise software
• A University degree (bachelor’s or equivalent)
• Additional consideration for candidates with a bachelor’s degree in chemical, Industrial, Production, or Petroleum engineering
• Experience selling to customers in the Energy/Petroleum/Engineering industry
• Familiarity with process modeling software products and services, advanced process control / real time optimization, manufacturing execution systems, and planning and scheduling solutions preferred
• Knowledge of chemical production and supply chain business processes
• Process industry knowledge
• International company experience

• Rich set of career development programs
• Support of community service projects
• Social events that foster fun and relationship building across the global community