Solution Consultant

2 days ago

Melbourne, Australia Aspen Technology Full time

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 for Solution Consultant to be based in Australia, who have a passion for showing our customers a better way to solve their business challenges. As a 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

Our customers are pursuing Digital Transformation and Sustainability initiatives, and the AspenTech’s Manufacturing Supply Chain (MSC) solution family supports these initiatives by enabling to run processes more efficiently, increasing production, improving quality and reducing energy consumption.

This is a customer facing role that requires self-motivated individuals with strong business and technical knowledge along with solid consultative and communication skills to position AspenTech solutions and services with our customers.

Your Impact

Responsibility
- Act as business partner with the account team to develop the account strategy based on the industry and client business environment maximizing AspenTech solution usage and growth. Refine the solution and vision messages for the overall project and work with other team members to develop presentation materials that effectively communicate these messages, leading clients to action.
- Participate and/or lead customer consulting engagements to facilitate sales, including demonstrations, workshops, value assessments, and technical seminars. Proactively support pipeline development (e.g. account planning, workshop, etc) and sales execution for assigned accounts and opportunities.
- Develop commercial proposals for assigned opportunities. Respond to RFI/RFQ/RFP questionnaires as required.
- Accountable for achieving personal targets such as productivity, bookings and other Business Consulting related targets.
- Challenge customer’s current way of doing business to drive results.
- Supports the development of a vision and roadmap of a solution that addresses customer requirements, create and present business cases to secure client investment and provide support to the direct sales force in the sales process.

What You'll Need

Requirement
- B.Eng/M.Sc in Chemical Engineering with 3 to 5 years practical experience in the Refinery, Petrochemical Plants, Consulting domain, and/or Technology related organizations.
- Min 3 years of experience in one or more of the Manufacturing Supply Chain related roles - Planning, Scheduling and Blending, Advanced Process Control and Process Optimization expertise required.
- Strong business acumen. Adept at performing customer interviews, identifying improvement opportunities, and overcoming resistance to change. Ability to assess and articulate customer value creation.
- Must possess a strong passion for cutting-edge technologies, with the aptitude and desire intellectual curiosity to learn new skills.
- A team player with the ability to relate to customers and maintain good working relationship, manage multiple priorities under pressure.
- Strong communication skills both written and verbal.

Specific Solution Knowledge:

- Petrochemical, Chemical and/or Refining industry experience strongly preferred.
- Experience with batch processing and the regulated industries would be a plus but is not required. Industry experience preferred.
- Experience in using AspenTech PIMS, APS, MBO, DMC+/DMC3, GDOT or equivalent Competition solutions.

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