Principal Solution Consultant - Asset Performance Management (APM)

AspenTech

4d • Remote

About The Position

The Principal Solution Consultant will partner with AspenTech sales teams during the sales cycle to lead the consultative discovery process with customers. This role involves crafting a vision and roadmap for solutions that address customer requirements, identifying differentiated value capture potential, and defining implementation/sustainment programs. The position requires a keen understanding of AspenTech's product strategy, value enablers, professional services, partner execution capabilities, and sales pipeline to drive opportunities where AspenTech solutions can bring significant business value. The Principal Solution Consultant is responsible for delivering high-quality solutions and business outcomes based on existing AspenTech Asset Performance Management (APM) solutions, with a focus on the O&G and Petrochemical markets. This customer-facing role demands self-motivated individuals with excellent business, industry, and technical knowledge, along with strong consultative and communication skills to position AspenTech solutions and services effectively.

Requirements

• Previous consultant, pre-sales, or professional services consultant type of role.
• Asset Performance Management experience (Predictive Maintenance is a must).
• Experience with Machine Learning & Artificial Intelligence applications as applied in industrial companies.
• Strong knowledge of industry processes, challenges, and evolving trends.
• Understanding of cloud, SaaS solutions, ML/AI and their impact in the O&G industry.
• Strong understanding of Downstream and Upstream industry economics with an ability to interact with potential clients and talk knowledgeably about their work processes.
• 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.
• Outstanding problem-solving and analytical skills, including ability to create clear observations, analysis, and conclusions based on customer interviews and data.
• Regional experience with Latin American O&G.
• Graduation/certificates in Engineering (Mechanical, Industrial, Automation, Processes, Chemical).
• English (professional / advanced +).
• Spanish (professional / advanced +).

Nice To Haves

• Understanding of sustainability issues would be a plus.
• Previous knowledge and experience with Python is a plus.
• Previous experience in technical sales.
• Previous experience in Operations is a plus.

Responsibilities

• Develop O&G and eventually other segments in the Brazilian and South American industry (P&P, Power Gen) and APM application specific solutions for the customer.
• Lead value discovery customer sessions, assess customer needs, and develop solutions and value propositions.
• Determine and understand prospective client’s critical business issues in order to present and demonstrate AspenTech’s software capabilities as the best possible solution to win the business with focus on technical solution, business value and competitive differentiation.
• Build client-specific solutions on the AspenTech platform using all available tool options.
• Develop robust recommendations, proposals, and scope of work documents for AspenTech Consulting engagements while also identifying critical dependencies & gaps.
• Consult with customers and advise on relevant AspenTech solutions, services, and establish a credible value proposition.
• Develop & execute sales campaigns and plans together with the sales teams.
• Work with the Sales team to identify and qualify business opportunities, identify key customer technical challenges, and develop solutions to meet business needs.
• Proactively support pipeline development (e.g., marketing, account planning, awareness sessions, etc.) and sales execution in assigned accounts and opportunities.
• Use AspenTech software on customer data to demonstrate/differentiate value/capabilities.

Benefits

• Rich set of career development programs
• Support of community service projects
• Social events that foster fun and relationship building

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: Associate degree