Principal Solution Consultant
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 Role
The Principal Solution Consultant is responsible for delivering high quality solutions and business outcomes based on existing AspenTech products. Demonstrating deep knowledge of the solutions and offerings, capable of contributing 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 Principal Solution Consultant drives transformational results and realizes business strategy for AspenTech customers.
The ideal candidate will be self-motivated, with a proven track record in software / technology sales / consulting. We are looking for candidates who are comfortable at the intersection of technology and business. On the business side, the ability to connect technology with measurable business value is critical to this role. On the technology side, broad competency in real time databases / historians, batch historians, workflow management, analytics, infrastructure, and security are expected. Being able to clearly communicate with customers, and enjoying that activity, is critical to this role.
Your Impact
- Develop industry- and application-specific solutions for the customer. This is a very customer-facing position that will have you leading value discovery customer sessions, assessing customer needs, and developing solutions.
- Determine and understand prospective customer’s critical business issues in order to present and demonstrate AspenTech’s software capabilities as the best possible solution to win the business.
- Build customer-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
- Consult with customers and advise on relevant AspenTech solutions and services, and establish a credible value proposition
- Develop & execute sales campaigns and plans together with the Sales teams
- Work with the Sales team to identify and qualify business opportunities; identify key customer technical challenges; and develop solutions to meet business needs.
- Proactively support pipeline development (e.g. marketing, account planning, awareness sessions, etc.) and sales execution (e.g. strategy for accounts and opportunities, including commercial model conversion, deal models, and Business Requirement Plans) in assigned accounts and opportunities
- 8+ years of consulting, pre-sales, professional services consulting experience, particularly in bulk chemicals, general chemicals or specialty chemicals.
- Experience with Aspen InfoPlus.21, Aspen Production Record Manager, Aspen Production Execution Manager, Aspen Cloud Connect or OSIsoft PI is needed.
- Candidates will have a strong understanding of chemical manufacturing economics, with an ability to interact with potential customers and talk knowledgeably about their plants, work processes, and manufacturing economics.
- 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.
- Outstanding problem solving and analytical skills, including ability to create clear observations, analyses and conclusions based on customer interviews and data.
- Travel approximately 50%.