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 RoleWe are seeking a Consultant, Engineer or Analyst to join our team as a Business Consultant. The candidate should be familiar with the Refining Industry and possess mathematical optimization experience to be able to provide consultative sales support for AspenTech's Petroleum Supply Chain (PSC) solutions area. AspenTech's PSC portfolio covers petroleum industry Planning & Scheduling business processes which are tightly connected with Value Chain Optimization and Unified Production Optimization. Our customers are pursuing Digital Transformation initiatives and PSC family is a powerful bridge that will support these initiatives by closer alignment between commercial and operational verticals. This is an exciting opportunity for a successful candidate to leverage their existing skills to help clients generate higher profitability. The successful candidate 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 AspenTech's portfolio, build and justify the business case for client investment, and provide support to the direct sales force in the sales process.
Provide customer-facing support of sales activities by demonstrating expertise in petroleum supply chain Planning (Refinery Planning, Value Chain Optimization) and Scheduling both inside and outside the fence.
Lead technical sales support for assigned opportunities to maximize product and service bookings.
Apply consultative skills in customer-facing situations to identify customer problems and understand their business and operational issues. Facilitate customer understanding of PSC solutions technical functionality, impact on process operations, and value creation.
Participate and/or lead customer consulting engagements to facilitate sales, including workshops, value assessments, and seminars.
Deliver technical presentations to customers and be able to answer detailed questions. Perform software demonstrations for customers as required.
Develop commercial proposals for assigned opportunities. Respond to RFI/RFQ/RFP questionnaires as required.
Proactively support pipeline development (e.g. account planning, awareness sessions, etc.) and sales execution for assigned accounts and opportunities. Execute campaigns to grow PSC revenue within assigned accounts.
Act as a business partner to sales account managers in strategic and tactical planning activities
Accountable for achieving personal targets such as productivity, bookings and other Business Consulting related targets.
What You'll Need
B.S. in STEM required - 5+ years of experience in the petroleum industry (midstream, downstream), hydrocarbon trading or refining industry related software/consulting
Mathematical optimization experience (e.g. Linear Programming, Operations Research)
Strong business acumen; Adept at performing customer interviews, identifying improvement opportunities, and overcoming resistance to change
Intellectual curiosity to be consultative and capable of selling solutions rather than tools
Position is Houston based, not remote
Flexibility to travel (50%)
Background with Supply Chain/Value Chain Optimization or Energy Trading Analysis will be an advantage for this role
Knowledge of outside-the-fence petroleum operations and optimization is a plus
Experience with Aspen PSC solutions: Aspen PIMS, Aspen Petroleum Scheduler (APS/ORION), Aspen Refinery Multi-Blend Optimizer (MBO), Aspen Petroleum Supply Chain Planner (PSCP/DPO) is a plus
Familiarity with software business is a plus.