Sr Principal Solution Consultant 解决方案顾问

The APC Sr Principal Solution Consultant is with technical strength in Aspen APC for our Team in China. This is an excellent opportunity to take on a consultative role, providing sales support to our China sales organizations. The incumbent will be responsible for working with our account managers and the technical community within our clients.

APC高级首席解决方案顾问在艾斯本APC产品方面为我们的中国团队提供技术支持。这是一个极好的可以发挥咨询作用的机会，为我们的中国销售团队提供销售支持。任职者将负责与我们的客户经理和客户内部的技术团队合作。

The successful incumbent 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, build and justify the business case for client investment, and provide support to the direct sales force in the sales process.

成功的任职者必须具有出色的商业头脑和与客户互动的技能。该职位要能够了解客户的挑战和行业驱动因素，从艾斯本的投资组合中制定潜在的解决方案，为客户的投资构建并阐明业务案例，并在销售过程中为直销人员提供支持。

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

解决方案顾问将对帮助艾斯本的能源和化工垂直解决方案实现收入增长目标产生直接影响。任职者将根据管理层为相关垂直领域制定的软件许可证收入和项目实施服务预订目标进行衡量。

Your Impact

岗位职责

61 Apply consultative skills in customer-facing situations to identify customer problems and understand their business and operational issues. Facilitate customer understanding of Aspen APC Solution technical functionality, value creation and business process improvement.

在面向客户时运用咨询技能，以识别客户遇到的问题并了解他们的业务和运营问题。促进客户了解艾斯本APC解决方案的技术功能、价值创造和业务流程改进。

61 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.

阐明整体解决方案，通过了解客户的业务和技术需求、艾斯本之前的成功案例和竞争格局提供愿景。

61 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 overall project and work with other team members to develop presentation materials that effectively communicate these messages, leading clients to action.

支持客户销售团队根据行业和客户业务环境制定客户战略。完善整个项目的解决方案和蓝图规划信息，并与其他团队成员合作，制定有效传达这些信息的演示材料，引导客户采取行动。

61 Participate and/or lead customer consulting engagements to facilitate sales, including demonstrations, workshops, value assessments, and technical seminars. Proactively support pipeline development (e.g. account planning, awareness sessions, etc.) and sales execution for assigned accounts and opportunities.

参与和/或主导客户咨询活动，以促进销售，包括演示、研讨会、价值评估和技术研讨会。积极支持渠道开发（如客户企划、认知会议等）以及指定客户和机会的销售执行。

61 Develop commercial proposals for assigned opportunities. Respond to RFI/RFQ/RFP questionnaires as required.

为分配的机会制定商业方案。根据需要回复RFI/RFQ/RFP调查问卷。

61 Accountable for achieving personal targets such as productivity, bookings and other Business Consulting related targets.

负责完成个人目标，如生产率、产品预订和其他业务咨询相关目标。

61 Challenge customer’s current way of doing business to drive results.

挑战客户当前的业务经营方式，以取得成效。

What You’ll Need

岗位要求

61 B.S. in Engineering with a at least 15 years practical experience in consulting, technology, and/or industry.

工程学士学位，具有至少15年的咨询、技术和/或行业实践经验。

61 Minimum of 8 years’ experience in APC Solution.

至少有8年APC解决方案的经验。

61 Domain expertise required.

要求具备领域专业知识。

61 Experience in the process or manufacturing industries.

具备在流程或制造行业的工作经验。

61 Fast learner with a desire/motivation to learn cutting-edge new technologies.

学习速度快，有学习尖端新技术的愿望/动机。

61 Creative problem solver.

具备创造性的解决问题的能力。

61 Strong communication skills both written and verbal.

出色的书面和口头沟通能力。

61 Strong business acumen. Adept at performing customer interviews, identifying improvement opportunities, and overcoming resistance to change. Ability to assess and articulate customer value creation.

拥有敏锐的商业触觉。擅长进行客户访谈，发现改进机会，以及克服变革阻力。能够评估和阐明客户价值创造。

61 Flexibility to travel 50-60% of time.

能适应50-60%的出差。