Sr Principal Enterprise 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
As a Sr Principal Enterprise Solution Consultant, you will partner with AspenTech and Partner 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 propose 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.The Sr Principal Solution Consultant is responsible for delivering a comprehensive solution vision, compelling business cases based on AspenTech products and work collaboratively with sales teams to close major transactions. Needs to demonstrate deep knowledge of the solutions and offerings and be capable of working independently as well as leading the designing of a complete digitalization roadmap with high quality solutions based on the full offering of AspenTech. Expected to drive transformational results with significant business outcomes for customers.
This is a customer-facing role that requires highly 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 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 and execute strategies and plans together with the sales teams and help to qualify business opportunities, to identify key customer technical challenges, and to develop 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.
- Work with Partners, Implementation Providers, Consultants, and the Customer Ecosystem to maximize the Value derived from AspenTech solutions.
- Actively engage 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
- Bachelor’s degree in Chemical Engineering or relevant technical subject preferred.
- 12-15 Years’ experience in a consultant, partner, pre-sales, professional services consultant type of role.
- Excellent consultative and collaboration 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.
- Outstanding problem solving and analytical skills to convert customer needs into comprehensive solution visions, value propositions and execution plans positioning the value of the complete AspenTech portfolio leading to major transactions.
- 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.
- Understanding of one or more of the following functions in the processing industry: Manufacturing Execution System, Real Time/Historian database, Advanced Process Control, Process Engineering, Asset Performance Management, or Supply Chain Management and Optimization.
- High degree of intellectual curiosity and ability to learn and apply new concepts and technologies in a wide variety of disciplines.
- High energy with a positive disposition. Comfortable working in fluid, fast paced environments. Self-starter.
- Adept at identifying improvement and growth opportunities, building inter-organizational interlock, and overcoming resistance to change.
- Excellent English and Chinese language verbal and writing skills.
- Regional travel up to 50% on average.