SrPrincipal Enterprise Solution Consultant

Aspentech; Abu Dhabi; On-site; AED 300,000 - 500,000; Full time

Job summary

A leading technology solutions provider is seeking an Enterprise Solution Consultant to drive customer success through innovative solutions. The role involves working closely with sales teams and customer executives to develop comprehensive solution visions and value propositions. The ideal candidate should have a minimum of 12 years in a consulting role, a strong understanding of the process industries, and exceptional consultative skills. This position requires regional travel up to 50%.

Qualifications

• Minimum 12 years in a presales, professional services, or consulting role.
• Experience presenting to and securing buy-in from senior executives.
• Strong problem-solving and analytical skills.
• Understanding of Supply Chain Management and Manufacturing.

Responsibilities

• Determine client's critical business needs.
• Develop Solution Visions and Digitalization roadmaps.
• Consult with customers on AspenTech solutions.
• Lead value discovery sessions.

Skills

Consultative selling

Business analysis

Strong communication skills

Understanding of process industries

Problem-solving

Education

Bachelor's degree in Chemical Engineering or relevant field

Job description

We are seeking thought leaders who are passionate about driving customer success through innovative solutions to address our customers' most demanding business challenges.

As an Enterprise Solution Consultant, you will partner with AspenTech sales teams during the sales cycle to lead consultative discovery with customer executives, craft a vision and roadmap for solutions that meet customer requirements, identify differentiated value capture potential, and propose an implementation and sustainment program. This involves maintaining a keen understanding of AspenTech's product strategy, value enablers, professional services, partner capabilities, and sales pipeline to identify opportunities where AspenTech solutions can deliver significant business value.

The Enterprise Consultant is responsible for delivering comprehensive solution visions and compelling business cases based on AspenTech products, working collaboratively with sales teams to close major transactions. You should demonstrate deep knowledge of solutions and offerings, and be capable of designing complete digitalization roadmaps leveraging the full AspenTech portfolio.

This customer-facing role requires highly motivated individuals with excellent business, industry, and technical knowledge, along with strong consultative and communication skills to position AspenTech solutions and services effectively.

Key Responsibilities:

1. Determine and understand prospective clients' critical business needs, leveraging strong knowledge of process industry trends and best practices.
2. Develop comprehensive Solution Visions, Digitalization roadmaps, and Value propositions aligned with customer priorities and business potential.
3. Consult with customers and advise on relevant AspenTech solutions and services, establishing credible value propositions.
4. Act as a trusted advisor, working with senior executives to influence and secure agreement on plans and business wins.
5. Lead value discovery sessions, assessing customer needs and developing solutions in collaboration with Solution Consultants and cross-functional teams.
6. Develop and execute strategies with sales teams to qualify business opportunities, identify technical challenges, and develop suitable solutions.
7. Position the value and differentiation of AspenTech solutions, navigating customer stakeholder environments.
8. Collaborate with Partners, Implementation Providers, and the Customer Ecosystem to maximize solution value.
9. Mentor junior Solution Consultants to develop their consultative selling skills and industry knowledge.

Required Experience:

• Minimum 12 years in a presales, professional services, or consulting role.
• Excellent consultative skills with experience presenting to and securing buy-in from senior executives.
• Deep knowledge of the process industries, including key trends, challenges, and benchmarking against peers.
• Strong problem-solving and analytical skills to translate customer needs into comprehensive solutions and value propositions.
• Experience working with sales and technical teams to drive major engagements and transactions.
• Ability to think strategically about business, product, and technical challenges.
• Bachelor's degree in Chemical Engineering or a relevant technical field preferred.
• Understanding of functions like Supply Chain Management, Manufacturing, Real-Time Data, Advanced Process Control, or Asset Performance Management.
• Familiarity with AspenTech tools and solutions is a plus.
• High intellectual curiosity with the ability to learn and apply new concepts across disciplines.
• Excellent verbal and written English skills.
• Regional travel up to 50% expected.

Additional: Staff IC