Principal Solution Consultant

4 weeks ago

United Kingdom Aspen Technology Full time

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


We are seeking thought leaders, who have a passion for showing our customers a better way to solve their business challenges. As a Principal Solution Consultant, you will partner with AspenTech sales teams 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 Principal Solution Consultant is responsible for delivering high quality solutions and business outcomes based on existing AspenTech Asset Performance Management (APM) solutions. Demonstrating deep knowledge of the solutions and offerings, capable of contributing to the design of a complete solution across the entire lifecycle of a project - from pre-sales through design and delivery of the solution - the Principal Solution Consultant drives transformational results and realizes business strategy for AspenTech customers.


This is a customer facing role that requires self-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


  • Develop industry and application specific solutions for the customer. The role regularly involves direct engagement with customers requiring activities such as leading value discovery customer sessions, assessing customer needs, and developing solutions and value proposition.
  • Determine and understand prospective client’s critical business issues in order to present and demonstrate AspenTech’s software capabilities as the best possible solution to win the business with focus on technical solution, business value and competitive differentiation.
  • Build client specific solutions on the AspenTech platform using all the available tool options.
  • Develop robust recommendations, proposals, and scope of work documents for AspenTech Consulting engagements while also identifying critical dependencies and gaps.
  • Accountable to consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition.
  • Develop and execute sales campaigns and plans together with the sales teams.
  • Work with the sales team to identify and qualify business opportunities, to identify key customer technical challenges and to develop solutions to meet the business needs.
  • Proactively support pipeline development (e.g. marketing, account planning, awareness sessions, etc.) and sales execution in the assigned accounts and opportunities


What You'll Need


  • Demonstrated maintenance and reliability working experience within process industries e.g. petrochemical, specialty chemicals, metals and mining etc.
  • Relevant technical qualifications e.g. BSc Engineering or equivalent experience
  • Consulting, pre-sales, and/or professional services experience would be advantageous particularly if in process industries.
  • Demonstrated working knowledge of and experience using maintenance and reliability related products e.g. CMMS, APM applications, Reliability Engineering, Condition Monitoring etc.
  • Demonstrated working knowledge of digital technologies e.g. Cloud, Data Management, ML/AI and the application and impact of these technologies in these industries.
  • Demonstrated working knowledge of safety, environmental and sustainability industry specific challenges.
  • Candidates should have a strong understanding of process industry economics with an ability to interact with potential clients and talk knowledgeably about their work processes.
  • 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.
  • Candidates should be motivated, self-driven, agile and disciplined, demonstrating a strong drive to solve customer problems and rapidly convert pipeline opportunities into closed deals.
  • Outstanding problem solving and analytical skills, including ability to create clear observations, analysis and conclusions based on customer interviews and data.
  • English language proficiency. Fluency in a second language would be advantageous.
  • Business travel requirements – flexibility to travel for approximately 30% of total working time.
  • Regional experience within Europe and UK. Occasional global engagements outside primary operational region required.
  • Homebased worker or AspenTech regional office

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