Dir, Solution Consulting
Há 6 dias
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
The Director, Solution Consulting role provides technical, business, industry and management support to the AspenTech Sales, Services and Solution Consulting (SC) team in selling to and servicing our customers.
The objective of the position is to manage the SC organization and work with sales, services and other organizations to maximize the SC productivity and bookings for the assigned territory and accounts.
The role involves knowledge of the relevant industries, AspenTech solutions, value proposition, sales process and market characteristics to manage, assign and mentor the SC resources to maximize productivity and bookings and our relationships with customers.
Your Impact
- Actively support the VP Solution Consulting and Sales Operations to manage SC resources to meet bookings, pipeline and productivity targets.
- Reinforce the disciplined use of sales processes, internal processes such as Deal Models and operating policies and objectives of the company.
- Promote programs to build core competencies, values and culture in which performance and speed of execution matters.
- Accountable for the management of the SC organization to maximize productivity and bookings against agreed targets.
- Accountable for SC support for pipeline development (marketing, account planning, awareness sessions, etc) and sales execution (strategy for accounts and opportunities, including NCM conversion and BRP's).
- Accountable for qualification, assignment, prioritization and communication of SC resources to account planning, pipeline execution, programs and marketing campaigns to maximize productivity, engagement and bookings.
- Accountable for review of RFI and Services proposals before approval.
- Accountable to lead specific account opportunities deliverables.
- Accountable for the establishment of performance goals and plans.
- Accountable for the continuous improvement of SC 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./M.S. Degree in STEM related majors (Chemical Engineering preferred) with 10+ years practical experience in consulting, technology, and/or 5+ years of people management experience
- Hands on experience in AspenTech Solutions preferred
- Downstream oil and gas or chemicals industry experience.
- Experience working for a service provider or licensor selling into downstream or chemicals.
- Lead cross functional teams and manage multiple priorities under pressure.
- Strong business acumen. Adept at having customer discovery sessions, identifying improvement opportunities, and overcoming resistance to change. Ability to assess and articulate customer value creation.
- Flexibility to travel 30 – 50% of time as needed.
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