Sr Principal Solution Consultant

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 Role

We are seeking an experienced and strategic thought leader to join our team as a Senior Principal Solution Consultant – Asset Performance Management (APM). In this role, you will work closely with sales teams and customers to identify business challenges, develop tailored solutions, and drive transformational results through AspenTech’s APM solutions. Leading the consultative discovery process with customers, crafting a vision and roadmap of a solution that addresses customer requirements, influencing key stakeholders, identifying differentiated value capture potential, and developing an implementation/sustainment program for that solution are all typical requirements of the role. Maintaining a keen understanding of the AspenTech product strategy, value enablers, professional services and partner execution capabilities, and sales pipeline are essential enablers.

The Senior Principal Solution Consultant is responsible for delivering high quality solutions and business outcomes based on existing AspenTech Asset Performance Management (APM) solutions. Demonstrating deep knowledge of the solutions and offerings, capable of contributing to the design of a complete solution across the entire lifecycle of a project - from pre-sales through design and delivery of the solution - the Senior Principal Solution Consultant drives transformational results and realizes business objectives for AspenTech customers.

This 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.

Your Impact

• Position industry and application specific solutions for the customer. The role regularly involves direct engagement with customers requiring activities such as leading value discovery customer sessions, assessing customer needs, and developing solutions and value proposition.
• 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.
• Lead consultative value discovery sessions, defining solution roadmaps, implementation strategies, and value realization plans.
• Act as a trusted advisor, working closely with customers to build compelling business cases and justify investment in AspenTech solutions.
• Develop robust recommendations, proposals and scope of work documents for AspenTech Consulting engagements while also identifying critical dependencies and gaps.
• Accountable to consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition.
• Stay up to date on industry trends, emerging technologies, and competitive landscapes, positioning AspenTech as a leader in APM.
• Work with the sales team to identify and qualify business opportunities, to identify key customer technical challenges and to develop solutions to meet the business needs.
• Proactively support business development (e.g. marketing, account planning, awareness sessions, etc.) and sales execution in the assigned accounts and opportunities.

What You'll Need

• Demonstrated maintenance and reliability working experience within process industries e.g. petrochemical, specialty chemicals etc.
• Consulting, pre-sales, and/or professional services experience would be advantageous particularly if in process industries.
• Demonstrated working knowledge of and experience using maintenance and reliability related products e.g. CMMS, APM applications, Reliability Engineering, Condition Monitoring etc.
• Demonstrated working knowledge of digital technologies e.g. Cloud, Data Management, ML/AI and the application and impact of these technologies in these industries.
• Candidates should have a strong understanding of process industry economics with an ability to interact with potential clients and talk knowledgeably about their work processes .
• Balance of business and technology acumen, including ability to articulate high-level technical solutions to business problems and the differentiated value those solutions can provide.
• Candidates should be motivated, self-driven, agile and disciplined demonstrating a strong drive to solve customer problems and rapidly convert pipeline opportunities into closed deals.
• Outstanding problem solving and analytical skills, including ability to create clear observations, analysis and conclusions based on customer interviews and data.
• Relevant technical qualifications e.g. BSc Engineering or equivalent.
• 10+ years of experience in consulting, technology solutions, and/or process industries (e.g., petrochemical, refining, specialty chemicals etc).
• Arabic-speaking would be advantageous.
• Business travel requirements – flexibility to travel for approximately 50% of total working time.
• Regional experience within Middle East and Africa.