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 Senior Solution Consultant, you will partner with AspenTech sales teams in Great China and multiple regions around the world during the sales cycle to lead in consultative discovery process with customers, craft a vision and roadmap of a solution that addresses customer requirements, identifying differentiated value capture potential, and 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 ideal incumbent should be experienced with Supply Chain Management solution in refining and chemical industry (Planning and/or Operations Scheduling) and/or Chemical Industry experience, and/or possess basic mathematical modelling optimization experience and/or Consulting experience.
This Senior Solution Consultant provides consultative sales support for AspenTech's Petroleum or chemical supply chain management solutions area, which covers Planning and Scheduling and demand forecasting.
This is a customer-facing (sales supporting) role that requires self-motivated individuals with business and technical knowledge along with solid consultative and communication skills to position AspenTech solutions and services with our customers.
Your Impact
- Provide customer-facing sales support by demonstrating expertise in refining or chemical supply chain –Planning, Scheduling Optimization and Demand Forecasting
- Lead technical sales support for assigned opportunities to maximize product and services bookings.
- Apply consultative skills in customer-facing situations to identify customer problems, understand their business and operational issues, and establish a credible value proposition.
- Facilitate customer understanding of AspenTech solutions technical functionality, impact on process operations, and value creation.
- Participate and/or lead customer consulting engagements to facilitate sales, including workshops, value assessments, and seminars.
- Deliver technical presentations and perform software demonstrations for customers as required.
- Develop commercial proposals for assigned opportunities. Respond to RFI/RFQ/RFP questionnaires as required.
- Proactively support Sales pipeline development (e.g. marketing, account planning, awareness sessions, etc.) and be responsible for sales execution (e.g. achieving technical win, establishing Sequence of Events) in the assigned accounts and opportunities.
- Act as a business partner to sales team in short-, medium- and long-term planning activities.
- Provide customer-facing sales support by demonstrating expertise in refining or chemical supply chain –Planning, Scheduling Optimization and Demand Forecasting
- Lead technical sales support for assigned opportunities to maximize product and services bookings.
- Apply consultative skills in customer-facing situations to identify customer problems, understand their business and operational issues, and establish a credible value proposition.
- Facilitate customer understanding of AspenTech solutions technical functionality, impact on process operations, and value creation.
- Participate and/or lead customer consulting engagements to facilitate sales, including workshops, value assessments, and seminars.
- Deliver technical presentations and perform software demonstrations for customers as required.
- Develop commercial proposals for assigned opportunities. Respond to RFI/RFQ/RFP questionnaires as required.
- Proactively support Sales pipeline development (e.g. marketing, account planning, awareness sessions, etc.) and be responsible for sales execution (e.g. achieving technical win, establishing Sequence of Events) in the assigned accounts and opportunities.
- Act as a business partner to sales team in short-, medium- and long-term planning activities.
What You'll Need
- Bachelor Degree in science, Technology, Engineering, or Mathematics. Industrial Engineering or Operations Research major is preferred but not required.
- 5 to 8 years of experience in Production Planning or Operations Scheduling or Supply Chain related software/consulting especially in refining and chemical industry
- Strong drive to solve customer problems and rapidly convert pipeline opportunities into closed deals.
- Intellectual curiosity, drive, grit, resilience, balance of business and technology acumen.
- Great customer-facing skills with experience presenting to and achieving buy-in from middle management (Supervisors, Managers).
- Strong problem-solving and analytical skills, including ability to make clear observations and conclusions based on customer interviews and data.
- Experience with AspenTech petroleum or chemical supply chain or similar market solution is a plus.
- Familiarity with software business is a plus.
- Business travel up to 50% on average.
