Sr Principal Solution Consultant

Aspen Technology, Inc.
United States, Massachusetts, Bedford
20 Crosby Drive (Show on map)
Nov 14, 2024
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 RoleWe are seeking a Sr Principal Solution Consultant who has passion for showing our customers a better way to solve their business challenges. The ideal candidate should be familiar with Advanced Process Control (APC) solutions implemented for Process Industries, to be able to provide consultative sales support for AspenTech's APC solutions area. Our customers are pursuing Digital Transformation and Sustainability initiatives, and the AspenTech APC solution family supports these initiatives by enabling to run processes more efficiently, increasing production, improving quality and reducing energy consumption. In this role you will need to understand customer challenges and industry drivers, support the development of a vision and roadmap of a solution that addresses customer requirements, create and present business cases to secure client investment, and provide support to the direct sales force in the sales process. This is a customer-facing role that requires self-motivated individuals with strong 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 Advanced Process Control (APC) and relevant adjacent areas. Lead technical sales support for assigned opportunities to maximize product and service 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 APC 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 Request for Information/Proposal/Quote (RFI/RFQ/RFP) questionnaires as required. Proactively support pipeline development (e.g., marketing, account planning, awareness sessions, etc.) and sales execution (e.g., establishing Sequence of Events, achieving technical win) in the assigned accounts and opportunities Act as a business partner to sales team in short-, mid- and long-term planning activities. What You'll Need B.S. in Science, Technology, Engineering, or Mathematics (Chemical Engineering desirable). 10-15 years of experience in or serving the Process Industries developing and / or supporting Advanced Process Control Applications. 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, Directors). Strong problem solving and analytical skills, including ability to make clear observations and conclusions based on customer interviews and data. Experience with AspenTech APC or competitive solutions is a plus, e.g., Aspen DMC Plus, DMC3. Familiarity with software business is a plus. Background in Refining or Olefins processes is a plus. Regional travel up to 50% on average.