Solution Manager

6 months ago

Bengaluru, India Aspen Technology Full time

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. 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 Olefins business and can market AspenTech products in ways to solve these challenges for our customers. Note that Production Optimization is also a core element in several 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.

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. 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 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. Help define, develop & 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. 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. #LI-RK1

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