We are looking for a process engineer or excisting pre-sales consultant to become a Principal Business Consultant at Aspen Tech. The Principal Business Consultant role provides technical, business and industry support to the AspenTech Sales and Services team in selling solutions 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 Consultanting organization and work with sales, services and other organizations to maximize the bookings for the assigned territory, accounts and opportunities.
The Business Consultant will be required to engage with customers/prospects to identify requirements, develop the value proposition and internally support the sales team along the entire sales cycle.
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
University Degree in Chemical Engineering
Knowledge of Chemical production business processes
Pre-sales experience - Is desirable
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