Sr. Director, Area Sales

The Senior Director Regional Sales (SDRS) is responsible for driving revenue growth through the sale of AspenTech software solutions and services to AspenTech customers in the largest and fastest growing subregion of MENA, the Kingdom of Saudi Arabia. The role is also responsible for the worldwide sales to the two major accounts, Aramco and SABIC. This is a sales and business leadership role with significant strategic and customer-facing activity that requires a self-motivated individual with excellent leadership and people management experience as well as solid business, industry, and sales knowledge. This role will be a key part of the senior leadership succession plan for the MENA region.

The position directly manages a team of 5 Sales Account Executives and Sales Account Managers, and indirectly a team of Technical presales Solution Consultants and Services Engineers, and reports to the Vice President, Sales. With the KSA business representing >50% of AspenTech's MENA business, the goal of the role is to transform our operations and grow our software business by 20% per year.

Success will be achieved by strategically growing the sales, adoption and roll out of our current and new products and solutions in our existing large accounts and acquiring new accounts primarily in our core business but also in selected non-core industries. Key success criteria will be the candidate's existing knowledge and influence network within KSA, and the ability to develop and grow strong executive level relationships primarily with Saudi nationals, as well as expats.

Leveraging existing and building a new Partner ecosystem to drive the sale and delivery of very large transactions will be critical. The leader will need to collaborate closely with senior levels within Advisory and SI groups such as Accenture, McKinsey and Tata/PWC in order to position AspenTech solutions within their larger consulting engagements. Managing existing reseller relationships and coordinating and promoting service delivery by our network of Independent Service Providers (ISPs) will be important to scaling our business quickly.

The person will develop and execute a multi-year growth and organizational development strategy in KSA to provide the necessary infrastructure, personnel and partner ecosystem to ensure AT meets the KSA requirements for Saudization and IKTVA (In Country Total Value Add). This will require cross functional collaboration to bring/transfer resources into KSA and develop a regional Aspen Academy to promote the training and technology transfer to our customers.

The Senior Director Regional Sales will also personally engage, and drive selected large opportunities with strategic clients (e.g. Aramco and SABIC), collaborating with account resources from pre-sales solution consulting, product management and development, to maximize revenue growth and deepen our relationships with customers.

A key focus of the role is to elevate the AspenTech presence and visibility at the Executive level of major customers in order to drive significant growth in our business.

Job Description

• Achieve assigned objectives of license revenue, sales pipeline development and customer satisfaction. Service sales/implementation are important but should be provided by partners whenever possible.
• Lead, develop, coach and mentor a world-class team of Sales and Solutions Consultants. Foster a positive, hard-working and results-oriented culture by leading by example.
• Rapidly learn the AspenTech business and sales activity in the KSA and the MENA region. Work closely with existing Sales VP and other Directors and take on additional roles & assignments as necessary to ensure future success.
• Effectively manage a team of Sales Account Managers, including recruiting and hiring as required, setting goals and objectives, training and coaching, managing performance to achieve targets.
• Mentor the Sales Account Managers in all aspects of the sales process and sales methodology, account management, company resource coordination, and administration.
• Provide accurate and timely sales forecasts to executive management.
• Review and contribute to strategic customer account plans as per company standard.
• Maintain sales expenses within allocated budget.
• Participate in and understand overall Contract and Deal Model process and articulation of strategy in larger deals. Work with Sales and BC teams to ensure timely development and approval of proposals, contracts and pricing approval for licenses and professional services.
• Coordinate with Global Account Sales Management to ensure proper account coordination and penetration in assigned accounts and sales quota achievement on a team basis.
• Coordinate with business unit management and staff to ensure proper pricing of proposed solutions and development of new campaigns.
• Coordinate opportunities with solution partners as required.