AspenTech

Principal Business Consultant

GB-READING | Reading | DE-Wiesbaden | FR-Paris | IT-Pisa | DE-WIESBADEN | FR-PARIS LA DÉFENSE | IT-Milano | IT-PISA
Req #
9325
# of Openings
1
Job Posting Category
Consulting

Overview

The Principal  Business Consultant role provides technical, business and industry support to the AspenTech Sales and Services team in selling to our customers. It 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 objective of the position is to leverage the Business Consultant organization and work with sales, services and other organizations to maximize the bookings for the assigned territory, accounts and opportunities.

Responsibilities

Actively support the Director, Business Consulting to meet bookings, growth, pipeline and productivity targets

Reinforce the disciplined use of sales processes, internal processes such as Deal Models and operating policies and objectives of the company


Promote corporate programs to build core competencies, values and culture in which performance and speed of execution matters


Proactively support pipeline development (e.g. marketing, account planning, awareness sessions, etc.) and sales execution (e.g. strategy for accounts and opportunities, including NCM conversion, deal models and BRP’s) in the assigned accounts and opportunities assigned by the Director, Business Consulting


Support hiring and on boarding plans and contribute to continuous improvement programs as and when required by the Director, Business Consulting


Accountable for leading technical sales support for the assigned key account opportunities in the territory to maximize sales and service bookings


Accountable to consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition


Accountable for achieving personal targets such as productivity, bookings and other BC related targets


Accountable for assigned RFI/RFQ/RFP responses and creation and management of the solution proposal and technical attachments of assigned services proposals


Technical lead for assigned key account opportunities in the territory in cooperation with the Director, Business Consulting, sales and services organisations.


Regular qualification of assigned opportunities with the Director, Business Consulting, sales and services to ensure sales qualification and prioritization.


Creation and implementation of documented awareness plans for key accounts in conjunction with relevant sales colleagues aligned to account plan and growth drivers


Provide support in account planning and OSP’s in the assigned accounts when required


Regularly updating of the Business Consultant work plan with the Director, Business Consulting to maximize productivity and bookings

Qualifications

University Degree in Chemical Engineering or Business is required
Strong knowledge of Energy & Chemical production and supply chain business processes
Have a proven track record of closing large/complex sales opportunities
Demonstrated track record in successfully leading account strategy with Sales

 

 

Competencies:


Demonstrated leader of multi-disciplinary teams in the pursuit of complex strategic sales objectives
Possesses strong executive presence with ability to establish and cultivate effective relationships at executive level, both within the organization and externally
Strong communication and interpersonal skills
Ability to perform in a fast paced, results orientated environment
Strong influencing skills
Able to demonstrate best practice negotiation methodologies
Excellent English verbal and writing skills
Regional travel up to 50% on average

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