Open Systems International, Inc. (OSI), An AspenTech Business, is a fast-paced, growing, high technology company, headquartered in Medina, Minnesota. As a world leader in the Operations Technology (OT) field, OSI develops and supplies state-of-the-art energy management, optimization and control software solutions to energy utility companies worldwide.
The Role
The Sales Account Executive is the primary driver for growth and partnership within Oceania territory. You will take full ownership of developing new business and expanding existing aftermarket install base, including consultative upselling of solutions and services. As a high impact individual contributor, you will lead cross-functional teams to formulate client strategies, and act as consultative partner to utility leaders.
The right candidate will be focused on maximizing and increasing the value delivered by our solutions to our clients by positioning the DGM business's comprehensive software portfolio and implementation services.
Your Impact
* Strategic growth and account management: developing and execute comprehensive account plans that drive new business and maximise the value of our current install base, managing end to end life cycle of client relationships. Achieve aggressive sales quota.
* Pipeline & forecast accuracy: maintain rigorous data driven approach to opportunity management within CRM. Provide leadership with accurate forecast for both short and long term pipelines.
* 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 client's business priorities and initiatives. Discuss relevant trends and priorities integrating industry knowledge and solution knowledge. 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 company's CRM tool.
* Respond to RFPs, bid preparation, follow-up, negotiation and closing of sales.
What You Will Need
* Extensive and related utility sales experience or Industry experience in a consultative selling role.
* Ability to travel at least 50% Oceania.
* Significant experience leading multimillion dollar sales campaigns and establishing and cultivating \"C\" suite consultative relationships.
* Demonstrated track record in solution sales with multi-year achievement against personal quota.
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