AspenTech

Principal Business Consultant

CN-BEIJING 100027
Req #
9548
# of Openings
1
Job Posting Category
Sales

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 looking to hire a Principal Business Consultant with technical strength in MES OR APC OR SUPPLY CHAIN Solutions for our Team in Great China. 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 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 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 to the direct sales force in the sales process.

The candidate will be measured against the license revenue and service bookings objectives established by management for the relevant vertical.

Responsibilities

  • Apply consultative skills in customer-facing situations to identify customer problems and understand their business and operational issues. Facilitate customer understanding of MES OR APC OR SUPPLY CHAIN 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.
  • 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 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 (e.g. account planning, awareness sessions, 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 Business Consulting related targets.
  • Challenge customer’s current way of doing business to drive results.

Qualifications

  • B.S. in Engineering with 8-10 years practical experience in consulting, technology, and/or industry.
  • Minimum of 5+ years’ experience in MES OR APC OR SUPPLY CHAIN Solutions.
  • Refinery OR Chemical OR Petrochemical domain expertise required.
  • Experience in the process or manufacturing industries.
  • Ability to lead cross functional teams and manage multiple priorities under pressure.
  • Fast learner with a desire/motivation to learn cutting-edge new technologies.
  • Creative problem solver.
  • Strong communication skills both written and verbal.
  • Strong business acumen. Adept at performing customer interviews, identifying improvement opportunities, and overcoming resistance to change. Ability to assess and articulate customer value creation.
  • Flexibility to travel 30-50% of time.

 

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 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.

PLEASE NOTE:  This job description is intended to describe the general nature and level of the work to be performed by any person employed in this role.  This job description is not intended to be a specific or exhaustive list of all duties and responsibilities required.  Aspen Technology reserves the right in its sole discretion to add to, reduce from, or make changes to this job description, and/or to the actual duties performed by the employee, as necessary to meet business and organizational needs.

Aspen Technology is an affirmative action, equal opportunity employer.

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