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 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 boundaries, 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 community service projects to social events that foster fun and relationship building across our global community.
The Role
AspenTech is a leading supplier of software that optimizes process manufacturing – including oil and gas, petroleum, chemicals, pharmaceuticals and other industries that manufacture and produce products from a chemical process. With our integrated solutions, process manufacturers can implement best practices for optimizing their engineering, manufacturing and supply chain operations. As a result, AspenTech customers are better able to increase capacity, improve margins, reduce costs and become more energy efficient. We are looking to hire a Principal Solution Consultant based in Europe. The team is tasked with supporting the sales process with knowledge of AspenTech products and services, value definition and industry vertical knowledge as well as developing and maintaining key relationships with AspenTech's clients and prospects. The candidate will be responsible for working with our sales account managers and the technical community among our clients. The successful candidate must have strong business acumen and customer interaction skills. The role requires the ability to understand customer challenges and industry drivers, formulate potential solutions from Aspen's portfolio, build and justify the business case for client investment, and provide support to the direct sales force in the sales process.
Your Impact
Your Impact
- Be a Trusted Advisor and apply your consultative skills in customer-facing situations to identify customer pains and understand their business and operational issues. Facilitate customer understanding of Manufacturing Execution System solution technical functionality, value creation and business process improvement.
- Articulate the overall solution and provide the vision with an understanding of the customer's business and technology needs.
- Act as business partner with the account team to develop the account strategy based on the industry and client business environment maximizing AspenTech solution usage and growth. Refine the solution and vision messages for the overall project and work with other team members to develop presentation materials that effectively communicate these messages, leading clients to action.
- Participate and/or lead customer consulting engagements to facilitate sales, including demonstrations, workshops, value assessments, and technical seminars. Proactively support pipeline development (e.g. account planning, workshop, etc) and sales execution for assigned accounts and opportunities.
- Develop commercial proposals for assigned opportunities. Respond to RFI/RFQ/RFP questionnaires as required.
- Accountable for achieving personal targets such as productivity, bookings and other Business Consulting related targets.
- Challenge customer’s current way of doing business to drive results.
What You'll Need
What You'll Need
- B.S. in Engineering with +8 years practical experience in consulting, technology, and/or industry.
- Minimum of 6 years’ experience in Manufacturing Execution Systems related roles.
- Strong business acumen. Adept at performing customer interviews, identifying improvement opportunities, and overcoming resistance to change. Ability to assess and articulate customer value creation.
- Must possess a strong passion for cutting-edge technologies, with the aptitude and desire intellectual curiosity to learn new skills.
- A team player with the ability to relate to customers and maintain good working relationships, manage multiple priorities under pressure.
- Strong communication skills both written and verbal.
- Strong listening, presenting and Product demonstration delivery skills.
- Fluent English speaking is a must.
- Willingness to frequently travel in Europe for customer visits
Specific Solution Knowledge:
- Refinery, Petrochemical, Chemical, Pharmaceutical and/or other Process industry experience required.
- Experience with batch processing and regulated industries would be a plus but is not strictly required. Industry experience preferred.
- Experience with OT and IT data, Control systems, data historians, data visualization/analysis and system integration. Knowledge of AspenTech InfoPlus.21, Aspen Production Record Manager (APRM), Aspen Production Execution Manager(APEM) is preferred. Experience with similar Non AspenTech solutions is acceptable.
- Experience with data exchange technologies like OPC/OPC UA and REST, MQTT and Kafka. Experience with SQL database or other databases.
- Configuration and Coding skills to support the creation of customized Demonstrations fitting customer requirements.
