Aspen Technology, Inc. Principal Solution Consultant in United States
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.
Principal Solution Consultant within the Solution Consulting team for MSC software products in Russia. The Solution Consulting team is tasked with supporting the sales process with knowledge of the AspenTech solutions and value definition, industry vertical knowledge as well as developing and maintaining key relationship with AspenTech's clients and prospects.
The Principal Solution Consultant will work with a team of other SCs covering mainly the Russian geographic region and reporting to Solution Consulting Director.
The candidate will be measured against the license revenue and service bookings objectives established by management for the Region.
Actively support the Director, Solution Consulting to meet bookings, growth, pipeline and productivity targets .
Reinforce the disciplined use of sales processes, internal processes such as Deal Models and operating policies and objectives of the company.
Promote corporate programs to build core competencies, values and culture in which performance and speed of execution matters.
Proactively support pipeline development (e.g. marketing, account planning, awareness sessions, etc.) and sales execution (e.g. strategy for accounts and opportunities, including NCM conversion, deal models and BRP’s) in the assigned accounts and opportunities assigned by the Director, Solution Consulting.
Support hiring and on boarding plans and contribute to continuous improvement programs as and when required by the Director, Solution Consulting.
Accountable for leading technical sales support for the assigned key account opportunities in the territory to maximize sales and service bookings.
Accountable to consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition.
Accountable for achieving personal targets such as productivity, bookings and other SC related targets.
Accountable for assigned RFI/RFQ/RFP responses and creation and management of the solution proposal and technical attachments of assigned services proposals.
Technical lead for assigned key account opportunities in the territory in cooperation with the Director, Solution Consulting, sales and services organizations.
Regular qualification of assigned opportunities with the Director, Business Consulting, sales and services to ensure sales qualification and prioritization.
Creation and implementation of documented awareness plans for key accounts in conjunction with relevant sales colleagues aligned to account plan and growth drivers.
Provide support in account planning and OSP’s in the assigned accounts when required.
Regularly updating of the Solution Consultant work plan with the Director, Solution Consulting to maximize productivity and bookings.
What You'll Need
Bachelor’s Degree in Chemical Engineering or Business is required.
Strong knowledge of Energy & Chemical production and supply chain business processes.
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 or Advanced Process Control.
Successful track record of selling complex IT solution in the manufacturing industry.
Familiarity with AspenTech's tools and solution is a plus.
Ability to lead and consistently contribute to multi-disciplinary teams in the pursuit of sales objectives.
Proficient at establishing and cultivating consultative relationships.
Able to proactively use own initiative to develop and deploy competitive strategies.
Able to demonstrate strong communication and interpersonal skills.
Able to demonstrate an understanding of negotiation skills to effectively implement negotiation strategy.
Strong influencing skills.
Excellent English verbal and writing skills.
Self-discipline and motivation to produce results with indirect supervision.
Regional travel up to 50% on average.
While our impact on the world is big, we offer many of the advantages of a smaller organization. Every employee has a real opportunity to make important contributions that directly benefit our customers and drive our success.
AspenTech is thriving, thanks to our relentless focus on innovation and the dedication of our team of world-class experts who speak more than 10 languages and work in 30 different offices worldwide.
AspenTech is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran Status or any other basis protected by federal, state, or local law.
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