APM高级解决方案顾问

The APM Sr Solution Consultant is with the technical strength in Asset Performance Management (APM). The Solution 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 relationships with AspenTech's clients and prospects. The incumbent will be responsible for working with our account managers and the technical community within our clients.

APM高级解决方案顾问具备在资产性能管理（APM）方面的技术实力。解决方案咨询团队致力于通过对艾斯本产品和服务、价值界定和行业垂直知识的了解来支持销售流程，并发展和维护与艾斯本客户和潜在客户的关键关系。任职者将负责与我们的客户经理和客户的技术团队合作。

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备出色的商业触觉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，为客户投资构建和证明商业案例，并在销售过程中为直销人员提供支持。

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 APM suites/solutions technical functionality, value creation and business process improvement.

在面向客户时运用咨询技能，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APM套件/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 Act as business partner with the account team to develop the account strategy based on the industry and client business environment maximizing product usage and growth. 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.

作为销售团队的业务合作伙伴，根据行业和客户业务环境制定客户战略，以***限度地提高产品使用率和增长率。完善整个项目的解决方案和愿景信息，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 5-8 years practical experience in consulting, technology, and/or industry.

工程学士学位，具有5-8年的咨询、技术和/或行业实践经验。

61 Minimum of 5-8 years’ experience in APM related technologies a plus but not a must.

至少有5-8年APM相关技术经验者优先，但非必需要求。

61 Experience in the process or manufacturing industries, specifically batch processing and regulated industries. Chemical and/or refining industry experience is strongly preferred.

具备在流程或制造行业，特别是批量流程和监管行业的经验。有化工和/或炼油行业经验者优先。

61 Ability to lead cross functional teams and manage multiple priorities under pressure.

能够领导跨职能团队，并能在压力下管理多个优先事项。

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.

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 Must possess a strong passion for cutting-edge technologies, with the aptitude and desire to learn new skills.

必须对尖端技术有强烈的热情，有学习新技能的天赋和渴望。

61 A team player with the ability to relate to customers and maintain good working relationship.

具有团队合作能力，能够与客户建立联系并保持良好的工作关系。

61 Strong communication skills both written and verbal in both Chinese and English.

较强的书面和口头沟通能力。

61 Flexibility to travel up to 50% of time.

能适应高达50%的出差。