Sr Manager, Solution Consulting

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 Senior Manager of APM Solution Consulting with technical and business strength in Asset Performance Management (APM) for our Team in APJ.
This role provides technical, business, industry and management support to the AspenTech regional sales and services teams in selling to and servicing our customers.
The APM 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 relationships with AspenTech's clients and prospects. The candidate will be responsible for working with our account managers and the technical community within our clients.
The successful candidate must have strong business acumen and customer interaction skills. The role requires the ability to understand customer challenges and industry drivers, formulate potential solutions from Aspen's portfolio, implement technical pilots demonstrating technical success and value, build and justify the business case for client investment, and provide support to the direct sales force in the sales process.
The candidate will be measured against the license revenue and service bookings objectives established by management for the relevant regional/vertical industry as well as customer satisfaction.
The role involves knowledge of the relevant industries, AspenTech solutions, value proposition, sales process and market characteristics to manage, assign and mentor the APM Solution Consulting resources in region to maximize productivity and bookings and foster successful relationships with customers.

Your Impact

• Apply consultative skills in customer-facing situations to identify customer problems and understand their business and operational issues. Facilitate customer understanding of APM suites/solutions technical functionality, value creation and business process improvement.
• Articulate the overall solution and provide the vision with an understanding of the customer's business and technology needs, AspenTech's previous successes and the competitive landscape.
• Act as business partner with the account team to develop the account strategy based on the industry and client business environment maximizing product usage and growth. Refine the solution and vision messages for the overall project and work with other team members to develop presentation materials that effectively communicate these messages, leading clients to action.
• Participate and/or lead customer consulting engagements to facilitate sales, including demonstrations, workshops, value assessments, technical seminars and pilots. Proactively support pipeline development (e.g. account planning, awareness sessions, etc.) and sales execution for assigned accounts and opportunities.
• Implement technical pilots as part of our Go To Market strategy demonstrating technical success and value to the customer
• Develop commercial proposals for assigned opportunities. Respond to RFI/RFQ/RFP questionnaires as required.
• Accountable for achieving personal targets such as productivity, bookings, improving technical competency growth and other Solution Consulting related targets.
• Challenge customer’s current way of doing business to drive results.
• Reinforce the disciplined use of sales processes (WINS), internal processes such as Deal Models and operating policies and objectives of the company.
• Promote programs to build core competencies, values and culture in the Solution Consultants where performance and speed of execution matters.
• Accountable for regional Solution Consulting support for pipeline development (marketing, account planning, awareness sessions, etc.) and sales execution (strategy for accounts and opportunities).
• Accountable for qualification, assignment, prioritization and communication of Solution Consulting resources to account planning, pipeline execution, programs and marketing campaigns to maximize productivity, engagement and bookings.
• Accountable for the establishment of performance goals and plans.
• Accountable for the continuous improvement of Solution Consultant’s industry and solution knowledge, value proposition and consultative acumen.
• Accountable for the retention of key talent and hiring and on boarding of new employees.

What You'll Need

• B.S. in Engineering practical experience in consulting, technology, and/or industry
• 8 to 10 years of experiences APM related technologies with at least 3 to 5 experiences in people / team management.
• Experience in Process or Manufacturing Industries required.
• Ability to lead cross functional teams and manage multiple priorities under pressure.
• Strong business acumen. Adept at performing customer interviews, identifying improvement opportunities, and overcoming resistance to change. Ability to assess and articulate customer value creation.
• Must possess a strong passion for cutting-edge technologies, with the aptitude and desire to learn new skills. Lifelong curiosity is a plus.
• A team player with the ability to relate to customers and maintain good working relationship.
• Strong communication skills both written and verbal.
• Strong English language skills. Ability to speak multiple languages preferred.
• Flexibility to travel 30-50% of time.