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Enterprise Sales Engagement Director

Company: Aspen Technology
Location: Bedford
Posted on: November 20, 2023

Job Description:

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 seeking action-oriented solution sales engagement leaders, who have a passion to engage with major customers in the Energy and Chemical industries, to drive and sell large enterprise level programs that solve our customer's most demanding business challenges. As an Enterprise Sales Engagement Director, you will partner with AspenTech sales teams, enterprise solution consultants and our partner ecosystem to propose and execute Diagnostic Studies sponsored by our Customer's Executives.

These 4-6 week diagnostic studies will need to be programmatically managed to determine the value impact our solutions are currently delivering and identify the additional value potential from implementing the full portfolio of our profitability and sustainability solutions. Working closely with our Enterprise Solution Consultants you will develop a vision, solution architecture and implementation roadmap leading to the sale and delivery of large transformative solutions for our customers . Your primary focus will be leading the business case development and managing and orchestrating multiple AspenTech resources to obtain the necessary data to perform the study, while building broad executive relationships to ensure support for our initiatives. You will use and enhance our existing methodology to be a repeatable process for carrying out the Studies - beginning with an Outside- In study and presentation in the proposal phase, followed by a detailed or Inside-Out analysis with strong financial metrics building a compelling business case. Following the successful completion of the diagnostic and after securing executive sponsorship, you will coordinate the initial follow up engagement on selected large solutions, handing over to our solution consulting teams. They will carry out further solution development leading to the preparation of detailed technical and commercial proposals ultimately resulting in the closing of large transactions with the customer.

The role requires a strong business and consulting background coupled with a deep understanding of our clients' industry and business processes, and broad IT knowledge. Past implementation or system integration work with our solutions will be an advantage. You will need to assess customer readiness and ability to deploy and sustain our solutions and work with our teams to propose competency building programs to ensure long term success. A comprehensive understanding of the various services implementation options and partner execution capabilities is crucial to ensure the successful delivery of our solutions.

This is a customer facing role that requires highly motivated individuals with excellent business, industry, and technical knowledge along with strong consultative and communication skills to position AspenTech solutions and services with our customers . Your Impact

  • Determine and understand prospective client's strategic initiatives and critical business needs using strong knowledge of the Process Industries, trends, and best practices.
    • Work with our Enterprise Solution Consultants to develop a comprehensive Solution Vision, a Digitalization roadmap and Value proposition that leverages the complete offering of AspenTech Solutions for profitability and sustainability that best matches with the customer priorities and business potential.
    • Accountable to consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition.
    • Be a trusted advisor and work with customer senior executives to influence and agree on an Execution Plan and Win the business.
    • Lead value discovery customer sessions, assess customer needs, and develop solutions working with other subject matter Solution Consultants and cross functional teams.
    • Work with the Sales Team to best position the Value and Differentiation of the AspenTech solution and to navigate customers key stakeholders, decision makers and the political environment.
    • Work with Partners, Implementation Providers, Consultants, and the Customer Ecosystem to maximize the Value derived from AspenTech solutions. What You'll Need
      • Proven experience in a management consulting, pre-sales, or professional services consultant role, with 15-20 years of relevant experience demonstrating outstanding career performance
      • Proven experience in developing and driving Diagnostic Studies leading to large programs of solution implementation at an enterprise scale. Preparing, coordinating, driving, and presenting complex solution and services proposals.
      • Excellent consultative skills with proven experience presenting to, advising, and achieving buy-in from senior executives (managers, directors, VPs, and CXOs).
      • Strong knowledge of the Process Industries to be able to discuss credibly the key industry trends, challenges and opportunities as well as being able to benchmark where the specific customer is versus peers.
      • Broad understanding of Sustainability challenges, energy transition and the drive to net-zero in the process and energy industries.
      • Outstanding problem solving and analytical skills to convert customer needs into comprehensive solution visions, value propositions and execution plans positioning the value of the complete AspenTech portfolio working very closely with industry leading enterprise solution consultants
      • Experience working with sales teams, solutions consultants and services engineers jointly driving major engagements leading to large transactions.
      • Demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships.
      • 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.
      • Bachelor's degree in Engineering (Chemical preferred) or relevant technical discipline preferred. MBA or business degree an advantage.
      • Understanding of one or more of the following functions in the process industry: Supply Chain Management and Optimization, Manufacturing Execution System, Real Time/Historian database, Advanced Process Control, Process Engineering, or Asset Performance Management
      • Familiarity with AspenTech's tools and solution is a plus.
      • High degree of intellectual curiosity and ability to learn and apply new concepts and technologies in a wide variety of disciplines.
      • Excellent English verbal and writing skills. Regional travel of 30-50% average

Keywords: Aspen Technology, Boston , Enterprise Sales Engagement Director, Sales , Bedford, Massachusetts

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