The driving force behind our success has always been the people of AspenTech. What drives us is our aspiration, desire, and ambition to keep pushing the envelope, overcoming any hurdle, and 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 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 processes with customers, craft a vision and roadmap of a solution that addresses customer requirements, identify differentiated value capture potential, and create an implementation/sustainment program for that solution. This involves maintaining a keen understanding of the AspenTech product strategy, value enablers, professional services, 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 AspenTech Advanced Process control and Dynamic Optimization technologies. 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 propositions. Determine and understand prospective clients' critical business issues to present and demonstrate AspenTech's software capabilities as the best possible solution to win the business. Build client-specific solutions on the AspenTech platforms using all available tools and options. Develop robust recommendations, proposals, and scope of work documents for AspenTech Consulting engagements while also identifying critical dependencies & gaps. Accountable to consult with customers and advise on the relevant AspenTech solutions and services, establishing a credible value proposition. Develop & 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 customer's business needs. Proactively support pipeline development (e.g., marketing, account planning, awareness sessions) and sales execution (e.g., strategy for accounts and opportunities, deal models, and BRPs) in the assigned accounts and opportunities. What You'll Need Previous experience as a consultant, pre-sales, or professional services consultant type of role, particularly with refining or olefins experience. Experience with Multivariable Process control technologies (Aspen DMCplus or DMC3 preferred), either in the implementation of new projects or maintenance of existing applications. Experience with Real-Time Optimization technologies, or with refining Planning & Scheduling is also beneficial. Candidates will have a strong understanding of economic scenarios and drivers in refining and other industries, with an ability to interact with potential clients and talk knowledgeably about their production facilities, economics, and work processes. Strong drive to solve customer problems and rapidly convert pipeline opportunities into closed deals. Balance of business and technology acumen, including the ability to articulate high-level technical solutions to business problems and the differentiated value those solutions can provide. Outstanding problem-solving and analytical skills, including the ability to create clear observations, analysis, and conclusions based on customer interviews and data. Travel up to 50%.
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