Enterprise Commercial Manager

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 RoleWe are seeking a commercially innovative solution sales leader to develop and drive enterprise level commercial sales strategies to support engagements with our largest customers. This role will work closely with our account sales teams to drive best practices in positioning, pricing and selling complex programs of solutions across the full AspenTech portfolio. Addressing both the license and services components of solution delivery this person will partner with our sales, services and partner organizations to develop compelling business propositions and commercial proposals for our customers to accelerate their deployment of our solutions.

Building upon the standard AspenTech licensing and service sales models the commercial manager will work with our sales and commercial business operations teams to structure compelling and comprehensive solution proposals to convince the customer to proceed, and maximize the speed and scope of implementation. This will involve developing and internally proposing innovative approaches to structuring and financing our large programs thereby making them more attractive to our customers. This could involve structures such as enterprise level pricing and contracts, performance-based pricing, shared risk/shared reward, third party financing, and working collaboratively with our major strategy partners. Significant subcontracting by our partners or independent implementation by service providers will need to be brought together with AspenTech professional services and presented to the customer in a comprehensive commercial proposal.

This involves developing and maintaining a keen understanding of the AspenTech commercial strategy as well as an understanding of our product strategy, professional services and partner ecosystem business objectives.Your Impact

• Craft and drive multi-million dollar commercial transactions within our largest customers by understanding their critical business needs and aligning our proposals to their buying processes.
• Develop a comprehensive commercial proposition that leverages the complete offering of AspenTech Solutions and that aligns with the customer priorities and business potential.
• Accountable to consult with our sales and solution consulting teams to ensure that our offering of the relevant AspenTech solutions is supported by a credible value proposition.
• Develop & execute strategies and plans together with the sales teams and help to qualify business opportunities, and to develop solutions to meet the business needs.

• Work with the Sales Team to best position the Value and Differentiation of the AspenTech solution and to navigate customers key stakeholders, decision makers and the political environment.
• Work with Partners, Implementation Providers, Consultants and the Customer Ecosystem to prepare joint offerings for implementation plans that maximize the Value derived from AspenTech solutions.

What You'll Need

• At least 10 years proven experience in a sales, consultant, partner, professional services role with a focus on the commercial aspects of the business
• Proven experience developing and driving large solution implementation programs at an enterprise scale.
• Comprehensive understanding of commercial and revenue related elements in software licensing and services implementation.
• Excellent consultative skills with proven experience presenting, advising and achieving buy-in from senior executives (managers, directors, VPs, CMOs, and CXOs).
• Knowledge of the Process Industries to be able to discuss credibly the key industry trends, challenges and opportunities and business value of our solutions.
• Experience working with sales teams, solutions consultants and services engineers jointly driving major engagements leading to large transactions.
• Bachelor's degree in Business, Finance or Engineering or relevant technical subject preferred
• Understanding of one or more of the following functions in the processing industry: Supply Chain Management and Optimization, Manufacturing Execution System, Real Time/Historian database, Advanced Process Control, Process Engineering, or Asset Performance Management
• Familiarity with AspenTech's tools and solutions is a plus.
• High degree of intellectual curiosity and ability to learn and apply new concepts and technologies in a wide variety of disciplines.
• Excellent English verbal and writing skills.

Limited travel up to 20% on average

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