Solution Consultant

3 weeks ago

Kuala Lumpur, Malaysia 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 looking to hire a Solution Consultant with technical strength in Performance Engineering product suite for our Team in South East Asia and position is based in Malaysia/Indonesia. The solution consulting team is tasked with supporting the sales process with knowledge of the AspenTech products and services, value definition and industry vertical knowledge as well as developing and maintaining key relationships with AspenTech's clients and prospects. The candidate will be responsible for working with our account managers and the technical community within our clients.
The successful candidate must have technical consulting, strong business acumen and customer interaction skills. The role requires the ability to understand customer challenges and industry drivers, formulate potential solutions from Aspen's portfolio, build and justify the business case for client investment, and provide support in the sales process.
The candidate will be measured against the license revenue and service bookings objectives established by management for the relevant region and BU.
As a Solution Consultant, you will partner with AspenTech sales teams during the sales cycle to lead in the consultative discovery process with customers; craft a vision and roadmap of a solution that addresses customer requirements; identify differentiated value capture potential; and design an implementation/sustainment program for that solution. This involves maintaining a keen understanding of AspenTech’s product strategy; our value enablers; the execution capabilities of our professional services team and those of our partners; and of the sales pipeline to drive opportunities where AspenTech solutions can bring significant business value to our customers and to AspenTech.

The 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 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.

The ideal candidate will be self-motivated, with a proven track record in software / technology sales / consulting. We are looking for candidates who are comfortable at the intersection of technology and business. On the business side, the ability to connect technology with measurable business value is critical to this role.

Your Impact

·Develop industry- and application-specific solutions for the customer. This is a very customer-facing position that will have you leading value discovery customer sessions, assessing customer needs, and developing solutions. 

·Determine and understand prospective customer’s critical business issues in order to present and demonstrate AspenTech’s software capabilities as the best possible solution to win the business.

·Build customer-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

·Consult with customers and advise on relevant AspenTech solutions and 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; identify key customer technical challenges; and develop solutions to meet business needs.

·Proactively support pipeline development marketing, account planning, awareness sessions, etc.) and sales execution strategy for accounts and opportunities, including commercial model conversion, deal models, and Business Requirement Plans) in assigned accounts and opportunities

Responsibilities:

Apply consultative skills in customer-facing situations to identify customer problems and understand their business and operational issues. Facilitate customer understanding of AspenTech Engineering products & solutions technical functionality, value creation and business process improvement. Articulate the overall solution and provide the vision with an understanding of the customer's business and technology needs, AspenTech's previous successes and the competitive landscape. Act as business partner with the account team to develop the account strategy based on the industry and client business environment maximizing product 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 account planning, awareness sessions, workshops 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 Solution Consulting related targets. Challenge customer’s current way of doing business to drive results.

What You'll / in Chemical Engineering with 2-6 years practical experience in consulting, technology, and/or industry – Refining, Petrochemical, EPC, Chemical/Specialty Chemicals Industry.

Minimum of 2-6 years’ hands on experience in process simulation tools like Aspen HYSYS , Aspen Plus, PRO-II, Petrosim, ChemCAD, UniSim, Aspen Exchanger Design & Rating, HTRI, Optiplant and Capital Cost Estimation. Domain expertise in Refining, Petrochemical, EPC, Chemicals, Spec Chem, Polymer & Petrochemicals Industries required. Ability to collaborate with cross functional teams and manage multiple priorities under pressure. 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 to learn new skills. A team player with the ability to relate to customers and maintain good working relationship. Strong communication skills both written and verbal in English language. This role is customer facing role, candidates should have strong interpersonal communication & presentation skills Strong drive to solve customer problems and rapidly convert pipeline opportunities into closed deals. Outstanding problem solving and analytical skills, including ability to create clear observations, analyses and conclusions based on customer interviews and data. Flexibility to travel 50-60% of time.

Specific Product Knowledge:

Experience with Refining, EPC, Chemicals, Specialty Chemicals, Petrochemicals would be preferred Industry experience from operating companies would be preferred. Strong knowledge of Chemicals business processes. Familiar with Digital Twin Projects Implementation & Sustainability projects Experience in AI/ML, Data Modeling would be preferred Understanding of one or more of the following functions in the processing industry.Experience in Process Simulation using HYSYS, Aspen Plus would be Preferred

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