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
As a Solution Advisor, you will partner with AspenTech sales teams during the sales cycle to lead in the consultative discovery process with customers; craft a vision and roadmap of a solution that addresses customer requirements; identify differentiated value capture potential; and design an implementation/sustainment program for that solution. This involves maintaining a keen understanding of AspenTech’s product strategy; our value enablers; the execution capabilities of our professional services team and those of our partners; and of the sales pipeline to drive opportunities where AspenTech solutions can bring significant business value to our customers and to AspenTech.
The Solution Advisor is responsible for delivering high quality solutions and business outcomes based on existing AspenTech products. Demonstrating deep knowledge of the solutions and offerings, capable of contributing to the design of a complete solution across the entire lifecycle of a project - from pre-sales through design and delivery of the solution - the Solution Advisor drives transformational results and realizes business strategy for AspenTech customers.
This is a customer-facing role that requires self-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.
The ideal candidate will be self-motivated, with a proven track record in software / technology sales / consulting. We are looking for candidates who are comfortable at the intersection of technology and business. On the business side, the ability to connect technology with measurable business value is critical to this role.
Your Impact
- Develop industry- and application-specific solutions for the customer. This is a very customer-facing position that will have you leading value discovery customer sessions, assessing customer needs, and developing solutions.
- Determine and understand prospective customer’s critical business issues in order to present and demonstrate AspenTech’s software capabilities as the best possible solution to win the business.
- 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 sales 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.
- Proactively support pipeline development (e.g. marketing, account planning, awareness sessions, etc.) and sales execution (e.g. strategy for accounts and opportunities, including commercial model conversion, deal models, and Business Requirement Plans) in assigned accounts and opportunities.
- Actively engage with other Junior Solution Advisors to provide mentorship to develop those individuals into higher levels of competencies, especially in consultative selling acumen and industry knowledge areas.
What You'll Need
- 15+ years experience in a Advisor, partner, pre-sales, professional services Advisor type of role
- Bachelor’s degree required. Technical degree preferred.
- Proven experience within consulting, pre-sales, professional services consulting or process industry verticals such as Energy, Petrochemicals, bulk or specialty chemicals.
- Candidates will have a strong understanding of refining and petrochemical economics, with an ability to interact with potential customers and talk knowledgeably about their plants, work processes, and manufacturing economics.
- Experience working with sales teams, solutions Advisors 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.
- Technology specialization in one or more of the areas of focus for Aspentech such as Manufacturing Supply Chain in the areas ofRefinery and Petrochemical Planning and Scheduling
Supply and Distribution Planning and Scheduling
Supply and Trading Economics
- Strong drive to solve customer problems and rapidly convert pipeline opportunities into closed deals.
- 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.
- Outstanding problem solving and analytical skills, including ability to create clear observations, analyses and conclusions based on customer interviews and data.
- Familiarity with AspenTech's tools and solution 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
