Sr. Solution Consultant

Job Description

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 RoleWe are looking to hire a Sr Solution Consultant with technical strength in Oil & Gas/ Refining/Chemicals for our Team in MENA. This is an excellent opportunity to continue growing technically, and to also take on a consultative role, providing sales support to our MENA sales organization. The candidate will be responsible for working with our account managers and the technical community within our clients.The Solution Consultant will have chemical and/or refining industry experience to provide consultative sales support for Aspens Manufacturing and Supply Chain solutions area covering Planning, Scheduling, blending and other supply chain solutions. The Solution 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 AspenTechs clients and prospects.This Solution Consultant will have a direct impact to help enable the Energy and Chemicals verticals of Aspen Technology to achieve revenue growth targets. The candidate will be measured against the license revenue and service bookings objectives established by management.Your Impact

• Determine and understand prospective client?s critical business issues in order to present and demonstrate AspenTech?s software capabilities as the best possible solution to win the business with focus on technical solution, business value and competitive differentiation.
• 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 customers business and technology needs, AspenTechs previous successes and the competitive landscape.
• Develop and communicate business solutions.
• Delivers conceptual presentations and standard 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 maximizeproduct and service bookings.
• Apply consultative skills in customer-facing situations to identify customer problems and understand their business and operational issues. Facilitate customer understanding ofPlanning, scheduling and supply chain 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 be able to 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 growplanning ,scheduling & supply chain revenue within assigned accounts.
• Execute adoption programs for existing AspenTech solutions through regular customer engagements.
• 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 Solution Consultingrelated targets.

• University Degree in Chemical Engineering
• 10-15 years of experience in the process industries
• Exposure to MENA Oil and Gas market is preferred
• Strong knowledge of Upstream, Refining and Chemicals (bulk and polymers) production and business processes.
• Experience with Supply Chain applications as applied in Chemicals and Energy Downstream (Refining and/or Petrochemicals) companies
  • Understanding of Supply Chain Business Processes
  • Strong knowledge of Supply Chain processes, challenges, and evolving trends.
  • Understanding of sustainability issues in Supply Chain would be a plus
• Familiarity with AspenTechs tools and solution is a plus(Aspen APS, Aspen MBO, Aspen PIMS, Plant Scheduler, Supply Chain Planner etc.)
• Ability (and willingness) to travel throughout the Middle East [approximately 40-50%]
• Strong written and verbal communication skills
• Quick learner and strong interpersonal skills
• Excellent analysis skills
• Strong business acumen. Adept at performing customer interviews, identifying improvement opportunities, and overcoming resistance to change.

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