Principal Business Consultant (Worcester)

Aspen Technology in Worcester, MA

  • Industry: Advertising/Marketing/Public Relations - Account Executive/Manager
  • Type: Full Time
position filled

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 thought leaders, who have a passion for showing our customers a better way to solve their business challenges. As a Principal Solution Consultant, you will partner with AspenTech sales teams during the sales cycle to lead in consultative discovery process with customer managers, craft a vision and roadmap of a solution that addresses customer requirements, identifying differentiated value capture potential, and an implementation/sustainment program for that solution. This involves maintaining a keen understanding of the AspenTech product strategy, value enablers, professional services and partner execution capabilities, and sales pipeline to drive opportunities where AspenTech solutions can bring significant business value to our customers and to AspenTech.

The Principal Solution Consultant 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 Principal Solution Consultant 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.

Your Impact

  • Develop industry and application specific solutions for the customer. This is a very client facing position that will have you leading value discovery customer sessions, assessing customer needs, and developing solutions.
  • Determine and understand prospective clients critical business issues in order to present and demonstrate AspenTechs software capabilities as the best possible solution to win the business.
  • Build client 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
  • Accountable to consult with customers and advise on the relevant AspenTech solutions, 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, to identify key customer technical challenges and to develops solutions to meet the 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 NCM conversion, deal models and BRPs) in the assigned accounts and opportunities
  • Accountable for assigned RFI/RFQ/RFP responses and creation and management of the solution proposal and technical attachments of assigned services proposals
  • Present management level business improvement and solution technology overviews
  • Analyze customer maturity and gaps to develop and present business benefit cases
  • Engage with our user communities within clients to manage and execute the delivery of technical product discussions and software demonstrations
  • Work with Product Management, Sales and Product Marketing to help drive product upgrade and adoption initiatives
  • Manage and execute awareness education campaigns using both on-site seminars and web technology
  • Engage with clients to proactively manage software evaluations to assure a successful outcome
  • Actively engage with other junior Solution Consultants 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

  • Previous experience in a consultant, pre-sales, professional services consultant type of role
  • 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.
  • Demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships.
  • Outstanding problem solving and analytical skills, including ability to create clear observations, analysis and conclusions based on customer interviews and data
  • Excellent customer facing skills with experience presenting to and achieving buy-in from managers and director levels
  • Bachelors degree in Chemical Engineering or relevant technical subject preferred
  • Strong knowledge of oil & gas, refining, chemicals, or other parts of the process industries
  • 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, Real Time Optimization, Process Engineering, or Asset Performance Management
  • Specific competence in Advanced Process Control
  • Familiarity with AspenTech's tools and solution is a plus

Posted 15 Days Ago

Full time


About Us

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.

GDPR Privacy Notice:

AspenTech collects a range of personal information during the recruitment process.

This may include the following personal or special categories of personal data:

  • recruitment information such as your application form and resume, references, qualifications and membership of any professional bodies and details of any pre-employment assessments;
  • your contact details and date of birth;
  • your marital status and family details;
  • your identification documents including passport and driver's license and information in relation to your immigration status and right to work with us;
  • information about your contract of employment (or services) including start and end dates of employment, role and location, working hours, details of promotion, salary (including details of previous remuneration), pension, benefits, and holiday entitlement;

  • Associated topics: business advisory, business analyst, business systems, client, consult, consultant, information technology consultant, sap, senior consultant, support analyst

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