Aspen Technology, Inc. Director, Regional Business Operations in Houston, Texas
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 Director, Regional Business Operations helps the SVP, Sales and VP, Solution Consulting to manage and execute the ENG (MSC) license business, with the goals of maximizing the growth and quality of AspenTech’s business in the region.
The objective of the position is to work with operations, regional sales management, and sales to better plan the license business, adopt best practices in driving growth in a consistent manner, and help execute high-quality deals.
The role requires:
• Providing key business visibility and analyses, information and insight into the business including renewal portfolio, total contract value, new versus renewal business, win-loss analysis, benchmarking, and business potential
• Providing deal model advice and approval including the early identification and escalation of potential issues related to deal model approval, direct understanding of all deals in the pipeline including compelling reasons to close.
• Direct engagement with specific customers to drive adoption of and explain the value of the aspenONE licensing model, leveraging tools such as usage log reports, awareness programs, whitespace, and usage benchmarking
• Providing feedback to corporate sales operations on issues related to growth strategies, value proposition, usage reports, awareness and training, marketing, product performance, competition.
Actively support the SVP, Sales and VP, Solution Consulting to manage and grow the ENG (MSC) license business to meet bookings and growth targets.
Actively provide analysis on competitive trends by understanding wins and losses, disseminate winning strategies across opportunities to the Sales team, and maintain a rolling assessment of the ENG (MSC) competitive environment in the region.
Accountable for creating quarterly business performance reports at the end of each quarter that address, by sub-region/country and vertical,
New versus renewal revenue
Non-renewals and reasons for non-renewal
Annual spend growth
Total contract value
Accountable for creating quarterly reports at the beginning of each quarter that address, by sub-region/country and vertical,
Composition of current Q pipeline according to natural renewals, early renewals and new business
Top deals and compelling reasons for top deals
Top Account Report that shows quota/target vs. pipeline, renewal date, deal model status and awareness plans in place
Support the adoption of the aspenONE licensing model,
Accountable for ensuring correct customer entitlement when converting to the aspenONE licensing model, including conversion of MSC perp contracts to the token term model
Accountable for timely approval of deal models, identification and escalation of potential approval issues to VP, Solution Consulting
Accountable for ensuring that deal models are done in a timely manner and escalation to VP, Solution Consulting for those that are out of defined rules or timeline
Accountable for training of new sales account managers (SAMs) on the creation and use of deal models and price calculators, including refresher courses for existing SAMs when these documents are updated
Accountable for establishing best practices in usage analysis, benchmarking, awareness programs and whitespace
Accountable for explaining the benefits of usage log reports, benchmarking, account blueprints and whitespace to internal sales for use in account planning and in specific customer BRP’s as and when required by sales and sales management
Review and provide feedback on usage, whitespace and benchmarking reports to corporate sales ops and product management/R&D as and when requested
Review and support account teams on awareness programs, ensure alignment with goal of increasing usage, measure effectiveness and impact on specific accounts
Accountable for accuracy of the contract inventory report/total contract value for the region
What You'll Need
Demonstrated success designing and implementing software sales strategies in a growth environment.
Industry/domain experience required (ENG/MSC).
Exceptional analytical and communication skills.
Understanding of the C-level, solution selling process.
Bachelor’s degree required. Advance degree in related field highly desirable.
PLEASE NOTE: This job description is intended to describe the general nature and level of the work to be performed by any person employed in this role. This job description is not intended to be a specific or exhaustive list of all duties and responsibilities required. Aspen Technology reserves the right in its sole discretion to add to, reduce from, or make changes to this job description, and/or to the actual duties performed by the employee, as necessary to meet business and organizational needs.
While our impact on the world is big, we offer many of the advantages of a smaller organization. Every employee has a real opportunity to make important contributions that directly benefit our customers and drive our success.
AspenTech is thriving, thanks to our relentless focus on innovation and the dedication of our team of world-class experts who speak more than 10 languages and work in 30 different offices worldwide.
AspenTech is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran Status or any other basis protected by federal, state, or local law.
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