Sr Principal Solution Consultant - Advanced Process Control

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 are looking to hire a Senior Principal Solution Consultant with technical strength in Oil & Gas/ Upstream/Refining/Chemicals/Polymers for our Team in MEA. This is an excellent opportunity to continue growing technically, and to also take on a consultative role, providing sales support to our MEA sales organization. The candidate will be responsible for working with our account managers and the technical community within our clients.

The consultant will have upstream/ refining and petrochemical industry experience to provide consultative sales support for Aspen's Manufacturing and Supply Chain solutions area covering Advanced Process Control domain. The business 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 relationship with AspenTech's clients and prospects.

This Solution Consultant will have a direct impact to help enable the Energy and Chemicals verticals of Aspen Technology to achieve revenue growth targets. The candidate will be measured against the license revenue and service bookings objectives established by management for the relevant vertical Your Impact

• Support the account team to develop the account strategy based on the industry and client business environment. Refine the solution and vision messages for the project overall and work with other team members to develop presentation materials that effectively communicate these messages, leading clients to action
• 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.
• Develop and communicate business solutions
• Delivers conceptual presentations and standard/customized demos to the customer
• Provides winning proposals to the customer
• Provide customer-facing support of sales activities by demonstrating expertise in model-based multivariable predictive control and its application to chemical and /or refining. Lead technical sales support for assigned opportunities o maximize product and service bookings
• Apply consultative skills in customer-facing situations to identify customer problems and understand their business and operational issues. Facilitate customer understanding of APC solution technical functionality, impact on process operations, and value creation.
• Participate and/or lead customer consulting engagements to facilitate sales, including workshops, benefit studies/value assessments, and seminars.
• Deliver technical presentations to customers, and be able to answer detailed questions. Perform software demonstrations for customers as required.
• Develop commercial proposals for assigned opportunities. Respond to RFI/RFQ/RFP questionnaires as required.
• Proactively support pipeline development (e.g. account planning, awareness sessions, etc) and sales execution for assigned accounts and opportunities. Execute campaigns to grow APC revenue within assigned accounts.
• Run adoption program for customers to realize the value of APC deployed
• Act as a business partner to sales account managers in strategic and tactical planning activities
• Accountable for achieving personal targets such as productivity, bookings and other Business Consulting related targets.
• Challenge customer’s current way of doing business to drive results

What You'll Need

• University Degree in Chemical Engineering
• 12-15 years practical experience in consulting/implementation/technology with more than 7 years of experience in APC/RTO/GDOT
• Strong knowledge of Upstream/ Refining, Petrochemical and Chemicals (bulk and polymers) production and business processes
• Familiarity with AspenTech's tools and solutions is preferred (Aspen DMCplus/DMC3, Aspen IQ, AspenWatch, Adaptive Process Control, Closed-loop real-time optimization – AspenPlus RTO,GDOT)
• Ability (and willingness) to travel throughout the Middle East & Africa [approximately 40 -50%]
• Strong written and verbal communication skills
• Quick learner and strong interpersonal skills
• Strong business acumen. Adept at performing customer interviews, identifying improvement opportunities, and overcoming resistance to change.
• Fast learner with a desire/motivation to learn cutting-edge new technologies
• English & Arabic language fluency