Sr Principal Enterprise Solution Consultant

About the Role

We are seeking thought leaders with a passion to drive customer success through an innovative approach to solving our customers' most demanding business challenges. As an Enterprise Solution Consultant, you will partner with AspenTech sales teams during the sales cycle to lead a consultative discovery process with customer executives, craft a vision and roadmap of a solution that addresses customer requirements, identify differentiated value capture potential, and propose an implementation/sustainment program for that solution.

This role involves maintaining a keen understanding of the AspenTech product strategy, value enablers, professional services, and partner execution capabilities, as well as the sales pipeline to drive opportunities where AspenTech solutions can bring significant business value to our customers and to AspenTech. The Enterprise Consultant is responsible for delivering a comprehensive solution vision, compelling business cases based on AspenTech products, and collaborating with the sales team to close major transactions.

You will need to demonstrate deep knowledge of the solutions and offerings and be capable of leading the design of a complete digitalization roadmap based on the full offering of AspenTech. This is a customer-facing role that requires highly 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.

Responsibilities

• Determine and understand prospective clients' critical business needs using strong knowledge of the Process Industries, trends, and best practices.
• Develop a comprehensive Solution Vision, a Digitalization roadmap, and a Value proposition that leverages the complete offering of AspenTech Solutions and best matches customer priorities and business potential.
• Consult with customers and advise on relevant AspenTech solutions, services, and establish a credible value proposition.
• Act as 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, assess customer needs, and develop solutions working with other subject matter Solution Consultants and cross-functional teams.
• Develop and execute strategies and plans together with the sales teams to help qualify business opportunities, identify key customer technical challenges, and develop solutions to meet business needs.
• Work with the Sales Team to best position the value and differentiation of the AspenTech solution and navigate key customer stakeholders, decision-makers, and the political environment.
• Collaborate with Partners, Implementation Providers, Consultants, and the Customer Ecosystem to maximize the value derived from AspenTech solutions.
• Actively engage with junior Solution Consultants to provide mentorship and develop their competencies, especially in consultative selling acumen and industry knowledge areas.

Requirements

• 12+ years’ experience in a consultant, partner, pre-sales, or professional services consultant type of role.
• Excellent consultative skills with proven experience presenting, advising, and achieving buy-in from senior executives (managers, directors, VPs, CMOs, and CXOs).
• Strong knowledge of the Process Industries to credibly discuss key industry trends, challenges, opportunities, and benchmark customer positions versus peers.
• Outstanding problem-solving and analytical skills to convert customer needs into comprehensive solution visions, value propositions, and execution plans positioning the value of the complete AspenTech portfolio leading to major transactions.
• 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 the ability to articulate high-level technical solutions to business problems and the differentiated value those solutions can provide.
• Bachelor’s degree in Chemical Engineering or a relevant technical subject preferred.
• Understanding of one or more of the following functions in the processing industry: Supply Chain Management and Optimization, Manufacturing Execution System, Real-Time/Historian database, Advanced Process Control, Process Engineering, or Asset Performance Management.
• Familiarity with AspenTech's tools and solutions is a plus.
• High degree of intellectual curiosity and ability to learn and apply new concepts and technologies in a wide variety of disciplines.
• Excellent English verbal and writing skills.
• Regional travel up to 50% on average.