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 thought leaders, who have a passion for showing our customers in the chemical and energy business a better way to solve their business challenges (within for example process optimization, new sustainability efforts or CO2 reduction) through digitalization.
As a Sr Principal Solution Consultant, you will partner with AspenTech sales teams during the sales cycle to lead in consultative discovery process with customers, craft a vision and roadmap of a technical solution that addresses customer requirements, identifying differentiated value capture potential, and an implementation/sustainment program for that solution. This involves maintaining a keen understanding of the AspenTech product strategy, value enablers, and sales pipeline to drive opportunities where AspenTech solutions can bring significant business value to our customers and to AspenTech.
The Sr Principal Solution Consultant is responsible for delivering high quality solutions and business outcomes based on existing AspenTech products. The role requires demonstrating deep knowledge of process simulation and engineering solutions and how they are used in the energy sector. Through these capabilities the consultant can contribute to the design of a complete solution across the entire lifecycle of a project - from pre-sales through design and delivery of the solution - the Sr Principal Solution Consultant drives transformational results and realizes business strategy for AspenTech customers.
This is a customer facing role that requires self-motivated individuals with excellent business, industry, and technical knowledge along with strong consultative and communication skills to position AspenTech solutions and services with our customers.
Your Impact
- Determine and understand prospective client’s critical business issues to present and demonstrate AspenTech’s engineering software capabilities as the best possible solution to win the business.
- Develop industry and application specific engineering solutions for the customer. Build client specific solutions on the AspenTech platform using all the available tool options.
- Develop robust recommendations, proposals, and scope of work documents for AspenTech Consulting engagements while also identifying critical dependencies & gaps.
- Accountable to consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition.
- Develop & execute sales campaign and plans together with the sales teams.
- Work with the Sales team to identify and qualify business opportunities, to identify key customer technical challenges and to develops solutions to meet the business needs.
- Proactively support pipeline development (e.g. marketing, account planning, technical awareness sessions, etc.) and sales execution (e.g. strategy for accounts and opportunities) in the assigned accounts and opportunities.
- Accountable for assigned RFI/RFQ/RFP responses and creation and management of the solution proposal and technical attachments of assigned services proposals.
- Present management level business improvement and solution technology overviews.
- Analyze customer maturity and gaps to develop and present business benefit cases.
- Engage with our user communities within clients to manage and execute the delivery of technical product discussions and software demonstrations.
- Work with Product Management, Sales and Product Marketing to help drive product upgrade and adoption initiatives.
- Manage and execute awareness education campaigns using both on-site seminars and web technology.
- Engage with clients to proactively manage software evaluations to assure a successful outcome.
- Actively engages with other junior Solution Consultants to provide mentorship to develop those individuals into higher levels of competencies, especially in consultative selling acumen and industry knowledge areas.
What You'll Need
- Previous experience in a technical sale, proposal engineering, consultancy, professional services consultant type of role, or highly competent user of process simulation and engineering tools.
- Strong drive to solve customer problems and rapidly convert pipeline opportunities into closed deals.
- Balance of business and technology acumen, including ability to articulate high-level technical solutions to business problems and the differentiated value those solutions can provide.
- Demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships.
- Outstanding problem solving and analytical skills, including ability to create clear observations, analysis and conclusions based on customer interviews and data.
- Excellent customer facing skills with experience presenting to and achieving buy-in from managers and director levels.
- Bachelor’s degree in chemical engineering or relevant technical subject preferred.
- Strong knowledge of oil & gas, refining, chemicals, or other parts of the process industries.
- Familiarity with HYSYS, Aspen Plus or similar.
