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 Principal Solution Consultant, you will partner with AspenTech sales teams during the sales cycle to lead in consultative discovery process with customers, 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 Asset Performance Management (APM) solutions focused on O&G and Petrochemical markets.
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 O&G and eventually other segments in the Brazilian and South American industry (P&P, Power Gen) and APM 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 and value propositions.
- Determine and understand prospective client’s critical business issues in order to present and demonstrate AspenTech’s software capabilities as the best possible solution to win the business with focus on technical solution, business value and competitive differentiation.
- 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 develop solutions to meet the business needs.
- Proactively support pipeline development (e.g. marketing, account planning, awareness sessions, etc.) and sales execution in the assigned accounts and opportunities.
- Be capable/willing to use AspenTech software on customer data to demonstrate/differentiate value/capabilities.
What You'll Need
- Previous consultant, pre-sales, professional services consultant type of role and Asset Performance Management experience (Predictive Maintenance is a must).
- Experience with Machine Learning & Artificial Intelligence applications as applied in industrial companies.
- Strong knowledge of industry processes, challenges, and evolving trends.
- Understanding of cloud, SaaS solutions, ML/AI and the impact of these solutions in the O&G industry.
- Understanding of sustainability issues would be a plus.
- Candidates will have a strong understanding of Downstream and Upstream industry economics with an ability to interact with potential clients and talk knowledgeably about their work processes.
- 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, analysis and conclusions based on customer interviews and data.
- Regional experience with Latin American O&G. Occasional global engagements outside primary operational region.
- Homebased worker or AspenTech regional office (São Paulo or Buenos Aires).
- Previous knowledge and experience with Phyton is a plus.
- Previous experience in technical sales.
- Previous experience in Operations is a plus.
- Travel approximately 75%.
- Graduation/certificates in Engineering (Mechanical, Industrial, Automation, Processes, Chemical)
- English (professional / advanced +)
- Spanish (professional / advanced +)
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