Solution Manager
4 weeks ago
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 serve our Chemicals customers who come from various segments: Polymers, Agrichemicals, Specialty Chemicals, Industrial Gases, Bulk Chemicals – to name a few. We are seeking subject matter experts who are technically sound to lead solution development for our Chemicals business. As an SME for our Chemicals business, you have working knowledge of the challenges within the Chemicals (polymers and specialty chemicals) industry and can market AspenTech products in ways to solve for them. The ideal candidate can lead solution development in the subsegments of Chemical industry, with a consultative approach to solutioning. Expertise in one or more of the segments is a core requirement for the roles. Preference will be in the Polymers, Agrichemicals and Specialty Chemicals segments.
Demonstrating breadth of the industry expertise, and reasonable depth in understanding of the solutions and offerings, you will be capable of shaping a complete solution targeting the specific business drivers - from pre-sales through design and delivery of the solution. You will be working closely with our product management team, developers, customer experience team as well as developers to drive solution development that elevates conversations from products to business results for our clients. Familiarity with the state-of-the-art capabilities of IT (Information Technology) and OT (Operations Technology) is essential for this role in helping transition products to solutions.
The role is also responsible for providing the roadmap to developed solutions, as well as support and execute sales/marketing campaigns. As a solution developer/manager, you will partner with product solution consultants to create market specific solutions. This involves maintaining a keen understanding of the AspenTech product strategy, value enablers, professional services, and partner execution capabilities, to drive opportunities where AspenTech solutions can bring significant business value to our customers within the industry.
Your Impact
Contribute to the development of industry and segment specific solutions for the Chemicals customer – beginning with polymers segment and progressing to others like Agrichemicals and Specialty Chemicals. Bring the technical expertise to support workflow integration, information management, customer experience, visualization to our existing product portfolio. Be able to work with a larger team of peer developers. This role can also frequently be called upon to help with client facing position that will have you leading value discovery customer sessions, assessing customer needs, and developing solutions and value proposition. Lead and contribute to co-creation of segment-specific solutions on the AspenTech platform working with our ecosystem of partners (consulting, system integrators, technology and hyperscalers). Enable our AspenTech sales teams during the sales cycle to lead in consultative discovery process with customers, be help them articulate our solution, use cases and applications for Chemicals customers. Be able to present & demonstrate AspenTech’s software capabilities as the best possible solution to win the business with focus on technical solution, business value and competitive differentiation. Accountable to consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition. Help define, develop & execute sale campaigns and plans together with the sales teams. Proactively support pipeline development marketing, account planning, awareness sessions, etc.) and sales execution strategy for accounts and opportunities) in the assigned accounts and opportunities.
What You'll Need
Technical exposure to industry software in process industry (engineering, operate, controls, supply chain, asset performance etc.) Not all of it is required, but a general understanding, combined with technology knowhow is useful. Robust experience within the Chemicals industry, with working knowledge of industry challenges around Polymers & Specialty Chemicals. Understanding of cloud, SaaS solutions, ML/AI and the impact of these solutions in the process industry. A good understanding of the Dual Challenge faced by the Chemicals industry (Sustainability and Energy Transition) with an ability to interact with potential clients and talk knowledgeably about their work processes. Previous experience of consultant, pre-sales, professional services consultant type of role particularly Chemicals experience (Polymers, Agrichem, Industrial Gases experience is advantageous). Understanding of different facets of the business: Design, Operate, Maintain. Strong drive to solve customer problems and rapidly convert pipeline opportunities into closed deals. 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. Good problem solving and analytical skills, including ability to create clear observations, analysis and conclusions based on customer interviews and data. Minimal travel expectation, except for support of marketing efforts. #LI-RK1
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