AspenTech

Sr Business Consultant - MES

BH-Manama
Req #
9460
# of Openings
1
Job Posting Category
Consulting

Overview

AspenTech is a leading supplier of software that optimizes process manufacturing – including oil and gas, petroleum, chemicals, pharmaceuticals and other industries that manufacture and produce products from a chemical process. With integrated aspenONE solutions, process manufacturers can implement best practices for optimizing their engineering, manufacturing and supply chain operations. As a result, AspenTech customers are better able to increase capacity, improve margins, reduce costs and become more energy efficient. In addition, the launch of the Asset Performance Management (APM) suite supports corporate reliability initiatives, taking an analytics-driven approach to asset availability. It combines deep process modeling expertise with real time big data to extend asset life and effectiveness. APM enables you to accurately predict and eliminate the root cause of all failures, so the only downtime you experience is the downtime you plan.

 

We are seeking Senior Business Consultant within the Business Consulting team covering the Middle East region. The consultant will have chemical and/or refining industry experience to provide consultative sales support for Aspen's Manufacturing and Supply Chain solutions area with focus on MES (Manufacturing and Execution Systems) solutions.  

 

The business 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 relationship with AspenTech's clients and prospects.

 

The role is to support the sales process in the Middle East region, particularly in the Manufacturing and Execution Systems products. The Business Consultant will be required to promote and support aspenONE opportunities.

 

Responsibilities

 

Key responsibilities include

 

  • Support the account team to develop the account strategy based on the industry and client business environment. Refine the solution and vision messages for the project overall and work with other team members to develop presentation materials that effectively communicate these messages, leading clients to action.
  • 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.
  • Develop and communicate business solutions for MES
  • Delivers conceptual presentations and standard/customized  demos to the customer
  • Provides winning proposals to the customer
  • Provide customer-facing support of sales activities by demonstrating expertise in model-based multivariable predictive control and its application to chemical and /or refining.  Lead technical sales support for assigned opportunities to maximize product and service bookings.  
  • Apply consultative skills in customer-facing situations to identify customer problems and understand their business and operational issues.  Facilitate customer understanding of APC solution 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 to customers, and can answer detailed questions.  Perform software demonstrations for customers as required.
  • Develop commercial proposals for assigned opportunities.  Respond to RFI/RFQ/RFP questionnaires as required.
  • Proactively support pipeline development (e.g. account planning, awareness sessions, etc) and sales execution for assigned accounts and opportunities.  Execute campaigns to grow MES revenue within assigned accounts.
  • Act as a business partner to sales account managers in strategic and tactical planning activities
  • Accountable for achieving personal targets such as productivity, bookings and other Business Consulting related targets.
  • The BC will work with Sales Account Managers to define the winning proposal and ensure that BC's are kept up to speed in terms of knowledge and access to information.

Qualifications

 

 

Qualifications

 

This job requires experience in the oil industry, preferably using, selling or implementing similar software-based solutions in the MES solution space.

  • University Degree in Chemical/Electronics/Instrumentation/IT Engineering
  • 5-10 years of experience in the process industries
  • Strong knowledge of Upstream, Refining and Chemicals (bulk and polymers) production and business processes.
  • Knowledge and implementation experience of AspenTech's tools and solution is a plus ( IP21,AORA, APRM, a1PE etc.)
  • Ability to lead cross functional teams and manage multiple priorities under pressure
  • Flexibility to travel 50-80% of time
  • Strong written and verbal communication skills
  • Quick learner and strong interpersonal skills
  • Excellent analysis skills
  • Strong business acumen.  Adapt at performing customer interviews, identifying improvement opportunities, and overcoming resistance to change. Ability to assess and articulate customer value creation.  Ability to assess and articulate customer value creation.
  • fast learner with a desire /motivation to learn cutting -edge new technologies.
  • Minimum of 3+ year’s experience in Specific Product/Solution Area

 

Aspen Tech is an equal opportunity/affirmative action employer. 

 

 

Specific Product Knowledge:

  • Experience with batch processing and the regulated industries would be a plus, but is not required.  Industry experience preferred.
  • Chemical and/or refining industry experience strongly preferred.
  • Strong knowledge of Chemical production and engineering business processes.
  • Knowledge of asset management and maintenance business processes
  • Understanding of one or more of the following functions in the processing industry.
    • Knowledge of the functional Aspen Hysys Upstream and 2 years of experience working with customers in upstream design and production processes for oil & gas
    • Knowledge of the functional Aspen Plus and how to use for solving a problems for petrochemical and chemical industries by 2 years
    • Knowledge of the functional Aspen Hysys Dynamics for dynamic modeling and solving the problems of extraction and processing of oil and gas by 2 years

 

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