Principal Solution Consultant
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Job Description
Principal Solution Consultant supporting AspenTech sales of manufacturing optimization software. Advising process-industry customers through MES solutions, demonstrations, value assessments, and business cases.
Responsibilities:
- Support the sales process with AspenTech product and services knowledge, value definition, and industry vertical knowledge
- Develop and maintain relationships with AspenTech clients and prospects
- Work with sales account managers and clients’ technical communities
- Identify customer pains and understand business and operational issues
- Facilitate customer understanding of Manufacturing Execution System technical functionality, value creation, and business process improvement
- Articulate the overall solution and vision based on customer business and technology needs
- Partner with account teams to develop account strategies and maximize solution usage and growth
- Refine solution and vision messaging and develop presentation materials
- Lead or participate in demonstrations, workshops, value assessments, technical seminars, and consulting engagements
- Support pipeline development and sales execution for assigned accounts and opportunities
- Develop commercial proposals and respond to RFI/RFQ/RFP questionnaires
- Achieve personal productivity, bookings, and Business Consulting targets
- Challenge customers’ current ways of working to drive results
Requirements:
- B.S. in Engineering with +8 years practical experience in consulting, technology, and/or industry
- Minimum of 6 years’ experience in Manufacturing Execution Systems related roles
- Strong business acumen
- Ability to perform customer interviews, identify improvement opportunities, and overcome resistance to change
- Ability to assess and articulate customer value creation
- Passion for cutting-edge technologies and intellectual curiosity to learn new skills
- Ability to relate to customers and maintain good working relationships
- Ability to manage multiple priorities under pressure
- Strong written and verbal communication skills
- Strong listening, presenting, and product demonstration delivery skills
- Fluent English speaking is required
- Willingness to frequently travel in Europe for customer visits
- Refinery, petrochemical, chemical, pharmaceutical, and/or other process industry experience required
- Experience with OT and IT data, control systems, data historians, data visualization/analysis, and system integration
- Experience with data exchange technologies such as OPC/OPC UA, REST, MQTT, and Kafka
- Experience with SQL or other databases
- Configuration and coding skills to create customized demonstrations
- Knowledge of AspenTech InfoPlus.21, Aspen Production Record Manager (APRM), and Aspen Production Execution Manager (APEM) preferred
- Experience with batch processing and regulated industries is a plus but not strictly required
- Experience with similar non-AspenTech solutions is acceptable
Benefits:
- Rich set of career development programs
- Support of community service projects
- Social events that foster fun and relationship building across the global community
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