Sr Principal Enterprise Solution Consultant

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 thought leaders, who have a passion to drive customer success through an innovative approach solving our customer’s most demanding business challenges. As an Enterprise Solution Consultant, you will partner with AspenTech sales teams during the sales cycle to lead in consultative discovery process with customer executives, craft a vision and roadmap of a solution that addresses customer requirements, identifying differentiated value capture potential, and proposes 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.

Your Impact

The Enterprise Consultant is responsible for delivering a comprehensive solution vision, compelling business cases based on AspenTech products and work collaboratively with the sales team to close major transactions. Needs to demonstrate deep knowledge of the solutions and offerings and be capable of leading the designing a complete digitalization roadmap based on the full offering of AspenTech.

This is a customer facing role that requires highly 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. What You'll Need

Determine and understand prospective client’s critical business needs using strong knowledge of the Process Industries, trends and best practices. Develop a comprehensive Solution Vision, a Digitalization roadmap and Value proposition that leverages the complete offering of AspenTech Solutions and that best matches with the customer priorities and business potential. Accountable to consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition Be a trusted advisor and work with customer senior executives to influence and agree on an Execution Plan and Win the business. Lead value discovery customer sessions, assessing customer needs, and developing solutions working with other subject matter Solution Consultants and cross functional teams. Develop & execute strategies and plans together with the sales teams and help to qualify business opportunities, to identify key customer technical challenges and to develops solutions to meet the business needs. Work with the Sales Team to best position the Value and Differentiation of the AspenTech solution and to navigate customers key stakeholders, decision makers and the political environment. Work with Partners, Implementation Providers, Consultants and the Customer Ecosystem to maximize the Value derived from AspenTech solutions. Actively engage with other junior Solution Consultants to provide mentorship to develop those individuals into higher levels of competencies, especially in consultative selling acumen and industry knowledge areas. Own the Growth Plan Create the Solution Vision and Program Be the trusted advisor Oversee the activities of the different Solution Consultants and Global Practice Directors to ensure there is coordination and alignment with the strategy and solution vision. Work closely with the Customer Success Manager to be aligned on Success Matters and GPDs on Services/Solution sales and proposals Work closely with the Program team as required early in the process and surely if there is a Program in place. Work closely with the Sales Account Manager and particularly with the Area Sales Directors. Work across all Solutions and not just the ones they like the most. Be prepared to drive solutions where they are not experts ny leveraging other SCs. Travel time 50-80%. #LI-AD1