Principal Solution Consultant

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 a 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 and Real-time closed loop optimization (RTO) / Dynamic Closed Loop Optimization implemented for Refinery and Olefin Cracker, to be able to provide consultative sales support for AspenTech's Control & Optimization solutions area.

Candidates with experience in actual Refinery & Olefin Cracker Operations or with responsibility for Optimization & Control at these processes would also be considered suitable for this role.

Our customers are pursuing Digital Transformation and Sustainability initiatives, and the AspenTech Control & Optimization 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 Solution Consulting 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

• Develop industry- and application-specific solutions for the customer.
• Leading value discovery customer sessions, assessing customer needs, and developing solutions.  
• Build customer-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 & gaps 
• Consult with customers and advise on relevant AspenTech solutions and services, and establish a credible value proposition
• Develop & execute solution campaigns and plans together with the Sales teams 
• Work with the Sales team to identify and qualify business opportunities; identify key customer technical challenges; and develop solutions to meet business needs. Provide customer-facing sales support by demonstrating expertise in Control (APC) & Optimization 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 AspenTech Control & Optimization solutions technical functionality, impact on process operations, and value assessment (benefit / feasibility study).
• Participate and/or lead customer consulting engagements to facilitate sales, including as-is / to-be workshops, value assessments, and seminars
• Deliver technical presentations and perform software demonstrations for customers as required
• Develop techno-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

What You'll Need

• Bachelor’s degree in science, Technology, Engineering, or Mathematics. Chemical Engineering is desirable and preferred.
• Candidates will have a strong understanding of manufacturing economics, with an ability to interact with potential customers and talk knowledgeably about their plants, work processes, and manufacturing economics. 
• 8-12 years of experience in or serving the Process Industries developing and / or supporting Closed Loop Optimization and APC Applications.
• Process knowledge in at least one of these areas : Refining, Petrochemicals, Chemicals, Upstream/Midstream
• 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).
• 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. 
• Strong problem solving and analytical skills, including ability to make clear observations and conclusions based on customer interviews and data.
• Experience with AspenTech Optimization or APC or competitive solutions is a plus, e.g., Aspen DMC Plus, DMC3.
• Outstanding problem solving and analytical skills, including ability to create clear observations, analyses and conclusions based on customer interviews and data. 
• Background in Refining or Olefins processes is a plus.
• Regional travel up to 50% on average