Solution Manager
2 months 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 have a very strong footprint in Production Optimization applications in Refining and Petrochemicals. For example, in Planning, Scheduling and Advanced Process Control we are the market leader in these verticals. Over the past few years, we have been maturing our Aspen Unified as a core offering for this space. The scope of Production Optimization covers Planning, Scheduling, Production Accounting, Real Time Optimization, Advanced Process Control as central components and Engineering Simulation, Predictive Maintenance and Process Historians as optional components.We are seeking subject matter experts who are technically sound to lead solution development for our Production Optimization business and the creation of a powerful new integrated solution. As an SME for Production Optimization, you have working knowledge of the challenges within the Refining and ideally, also Olefins business, and can market AspenTech products in ways to solve these challenges for our customers. You will also appreciate the increasing industry focus on more autonomous operations and take this into account in considering innovations for Production Optimization. The ideal candidate can lead solution development, having relevant experience of different Production Optimization business processes and with a recognition that more powerful integrated solutions will drive significant extra customer value. Our target candidate will be able to engage in a consultative approach to solutioning.
Note that Production Optimization is also a core element in a number of AspenTech’s Sustainability solutions and it will be important to understand the extra requirements that Sustainability solutions will place on the Production Optimization solution.
Demonstrating breadth of industry expertise, and reasonable depth in understanding of relevant business processes 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, on 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
Be a leader in the development of our Production Optimization Solution for the Refining and Petrochemicals customer. Bring the technical expertise to support workflow integration, information management, customer experience, and visualization. Be able to work with a larger team of peer developers and Solution Managers. Be clear about the critical aspects of integration and new Solution components which will be required to enable this new Production Optimization Solution and ensure that the solution roadmap is well coordinated with relevant product roadmaps. 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. We believe that we can drive significantly more customer value for our customers via a comprehensive Production Optimization solution and in this role, you will have the opportunity to lead efforts in steering and coordinating our local team on delivering needed new functionality to achieve this goal. Lead and contribute to co-creation of segment-specific sub-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 Refining and Petrochemicals 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, and execute sales 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 process industry operations software in Refining or Olefins (understanding of planning, scheduling, production accounting and performance management business processes will be ideal) Not all of it is required, but a general understanding, combined with technology knowhow is useful, especially experience of integration. Robust experience within the Refining industry, with working knowledge of industry challenges. 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 Refining and Petrochemical 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. Understanding of different facets of the business: Design, Operate, Maintain with experience in Operations being the most crucial. 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.-
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