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Senior Principal Enterprise Solution Consultant
AspenTech
Contract type
Ongoing
Work mode
Remote · France, Germany, Italy, Netherlands +1
Experience
Lead / principal · 12+ years
Job description
A senior principal enterprise solution consultant role in AspenTech's Planning & Scheduling Solution Consulting team in Europe, partnering with sales teams to lead consultative discovery with customer executives and craft solution visions, digitalization roadmaps and business cases. The role is customer-facing and focused on positioning AspenTech solutions and services to close major transactions.
At a glance
- Work mode
- Remote · France, Germany, Italy, Netherlands +1
- Languages
- English
What you'll do
- Partner with AspenTech teams during the sales cycle to lead consultative discovery process with customer executives
- Craft a vision and roadmap of a solution that addresses customer requirements, identifying differentiated value capture potential, and propose an implementation/sustainment program
- Maintain a keen understanding of the AspenTech product strategy, value enablers, professional services and partner execution capabilities, and sales pipeline
- Deliver a comprehensive solution vision and compelling business cases based on AspenTech products and work collaboratively with sales teams to close major transactions
- Lead the designing of a complete digitalization roadmap with high-quality solutions based on the full offering of AspenTech
- Determine and understand prospective client's critical business needs using strong knowledge of the Process Industries, trends and best practices
- Develop a comprehensive Solution Vision, a Digitalization roadmap and Value proposition that leverages the complete offering of AspenTech Solutions
- Consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition
- Be a trusted advisor and work with customer senior executives to influence and agree on an Execution Plan and Win the business
- Lead value-discovery customer sessions, assessing customer needs, and developing solutions working with other subject matter Solution Consultants and cross-functional teams
- Develop and execute strategies and plans together with the sales teams and help to qualify business opportunities
- Work with the Sales Team to best position the Value and Differentiation of the AspenTech solution and to navigate customers' key stakeholders, decision makers and the political environment
- Work with Partners, Implementation Providers, Consultants, and the Customer Ecosystem to maximize the Value derived from AspenTech solutions
- Actively engage with other junior Solution Consultants to provide mentorship
What we're looking for
- Bachelor's degree in chemical engineering or relevant technical subject preferred
- 12-15 Years' experience in a consultant, partner, pre-sales, professional services consultant type of role
- Excellent consultative and collaboration skills with proven experience in presenting, advising and achieving buy-in from senior executives (managers, directors, VPs, and CXOs)
- Strong knowledge of the Process Industries to be able to discuss credibly the key industry trends, challenges and opportunities as well as being able to benchmark where the specific customer is versus peers
- Outstanding problem-solving and analytical skills to convert customer needs into comprehensive solution visions, value propositions and execution plans
- Experience working with sales teams, solutions consultants and services engineers jointly driving major engagements leading to large transactions
- Demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships
- 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
- Understanding of one or more of the following functions in the processing industry: Manufacturing Execution System, Real Time/Historian database, Advanced Process Control, Process Engineering, Asset Performance Management, or Supply Chain Management and Optimization
- High degree of intellectual curiosity and ability to learn and apply new concepts and technologies in a wide variety of disciplines
- High energy with a positive disposition. Comfortable working in fluid, fast paced environments. Self-starter
- Adept at identifying improvement and growth opportunities, building inter-organizational interlock, and overcoming resistance to change
- Excellent English language verbal and writing skills
- Regional travel up to 50% on average
Your team
Planning & Scheduling Solution Consulting team
The team is tasked with supporting the sales process with knowledge of AspenTech products and services, value definition and industry vertical knowledge as well as developing and maintaining key relationships with AspenTech's clients and prospects.