Principal Solution Consultant

4 weeks ago

Houston, United States 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 RoleWe are seeking a Principal Solution Consultant who has passion for showing our customers a better way to solve their business challenges.

The ideal candidate should be familiar with the Refining Industry and possess basic mathematical optimization experience to be able to provide consultative sales support for AspenTech's Petroleum Supply Chain (PSC) solutions area, which covers Refinery Planning & Scheduling, Olefins Planning, Value Chain Optimization and Unified Production Optimization. Our customers are pursuing Digital Transformation initiatives, and the AspenTech PSC solution family speaks to these initiatives by driving closer alignment between commercial and operational business verticals.

As a Principal Solution Consultant, you will need to understand customer challenges and industry drivers, support the development of a vision and roadmap of a solution that addresses customer requirements, build and justify business cases to secure client investment, and provide support to the direct sales force in the sales process.

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
  • Provide customer-facing sales support by demonstrating expertise in Petroleum Supply Chain (PSC) - Refinery Planning & Scheduling, Olefins Planning, Value Chain Optimization and Unified Production Optimization.
  • Lead technical sales support for assigned opportunities to maximize product and service bookings.
  • Apply consultative skills in customer-facing situations to identify customer problems, understand their business and operational issues, and establish a credible value proposition.
  • Facilitate customer understanding of PSC solutions technical functionality, impact on process operations, and value creation.
  • Participate and/or lead customer consulting engagements to facilitate sales, including workshops, value assessments, and seminars.
  • Deliver technical presentations and perform software demonstrations for customers as required.
  • Develop commercial proposals for assigned opportunities. Respond to Request for Information/Proposal/Quote (RFI/RFQ/RFP) questionnaires as required.
  • Proactively support pipeline development (e.g. marketing, account planning, awareness sessions, etc.) and sales execution (e.g. achieving technical win, establishing Sequence of Events) in the assigned accounts and opportunities.
  • Act as a business partner to sales team in short, mid and long term planning activities.
What You'll Need
  • B.S. in Science, Technology, Engineering, or Mathematics (Chemical or Petroleum Engineering desirable).
  • 5-15 years of experience in the refining/downstream industry, hydrocarbon trading or related software/consulting.
  • Mathematical optimization experience (e.g. Linear Programming, Operations Research).
  • Intellectual curiosity, drive, grit, resilience, balance of business and technology acumen.
  • Great customer facing skills with experience presenting to and achieving buy-in from middle management (Supervisors, Managers, Directors).
  • Strong problem solving and analytical skills, including ability to make clear observations and conclusions based on customer interviews and data.
  • Background with Supply Chain/Value Chain Optimization or Energy Trading Analysis will be an advantage for this role.
  • Experience with AspenTech PSC solutions is a plus: Aspen PIMS, Aspen Petroleum Scheduler (APS/ORION), Aspen Refinery Multi-Blend Optimizer (MBO), Aspen Petroleum Supply Chain Planner (PSCP/DPO).
  • Familiarity with the software business is a plus.
  • Regional travel up to 25% on average

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