Sr 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
The APM Sr Solution Consultant is with the technical strength in Asset Performance Management (APM). The Solution Consulting team is tasked with supporting the sales process with knowledge of the 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 incumbent will be responsible for working with our account managers and the technical community within our clients.The successful incumbent 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
- Apply consultative skills in customer-facing situations to identify customer problems and understand their business and operational issues. Facilitate customer understanding of APM suites/solutions 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, AspenTech's previous successes and the competitive landscape.
- Act as business partner with the account team to develop the account strategy based on the industry and client business environment maximizing product 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, awareness sessions, 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 result
What You'll Need
- Bachelor degree in Engineering with 5-8 years practical experience in consulting, technology, and/or industry.
- Minimum of 5-8 years’ experience in APM related technologies a plus but not a must.
- Experience in the process or manufacturing industries, specifically batch processing and regulated industries. Chemical and/or refining industry experience is strongly preferred.
- Ability to lead cross functional teams and manage multiple priorities under pressure.
- 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 to learn new skills.
- A team player with the ability to relate to customers and maintain good working relationship.
- Strong communication skills both written and verbal in both Chinese and English.
- Flexibility to travel up to 50% of time.