Principal Solution Consultant
AspenTech · Beijing
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
This APC Principal Solution Consultant role is critical to strengthening AspenTech’s APC business footprint across China, with a core focus on driving strategy execution, competitive market positioning and business growth within the refining and petrochemical industries. The role delivers technical support in Aspen APC for our Team in China. You will partner with AspenTech sales teams during the sales cycle to lead in consultative discovery process with customer executives, craft a vision and roadmap of a solution that addresses customer requirements, identifying differentiated value capture potential, and proposes an implementation/sustainment program for that solution. This involves maintaining a keen understanding of the AspenTech product strategy, value enablers, professional services and partner execution capabilities, and sales pipeline to drive opportunities where AspenTech solutions can bring significant business value to our customers and to AspenTech.Your Impact
- Determine and understand prospective client’s critical business needs using strong knowledge of the Process Industries, trends and best practices.
- Develop a comprehensive Solution Vision, a Digitalization roadmap and Value proposition that leverages the complete offering of AspenTech Solutions and that best matches with the customer priorities and business potential.
- Accountable to consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition.
- Be a trusted advisor and work with customer senior executives to influence and agree on an Execution Plan and Win the business.
- Lead value discovery customer sessions, assessing customer needs, and developing solutions working with other subject matter Solution Consultants and cross functional teams.
- Develop & execute strategies and plans together with the sales teams and help to qualify business opportunities, to identify key customer technical challenges and to develops solutions to meet the business needs.
- Work with the Sales Team to best position the Value and Differentiation of the AspenTech solution and to navigate customers key stakeholders, decision makers and the political environment.
- Support the account team to develop the account strategy based on the industry and client business environment. 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, awareness sessions, etc.) and sales execution for assigned accounts and opportunities.
What You'll Need
- Bachelor’s degree in Chemical Engineering or relevant technical subject preferred.
- At least 10 years practical experience in a consultant, partner, pre-sales, professional services consultant type of role.
- Experience with Advanced Process Control and Optimization applications as applied in Chemicals and Energy Downstream (Refining and/or Petrochemicals) companies.
- Excellent consultative skills with proven experience in presenting, advising and achieving buy-in from senior executives (managers, directors, VPs, CMOs, and CXOs).
- Strong knowledge of the Process Industries to be able to discuss credibly the key industry trends, challenges and opportunities as well as being able to benchmark where the specific customer is versus peers.
- Experience working with sales teams, solutions consultants and services engineers jointly driving major engagements leading to large transactions.
- Demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships.
- 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.
- Strong communication skills both written and verbal.
- Flexibility to travel 50-60% of time.