Solution Advisor (APC售前技术顾问)

Overview
职位概况
The APC Solution Advisor provides technical support in Aspen APC for our Team in China. You will partner with AspenTech sales teams during the sales cycle to lead in consultative discovery process with customer executives, craft a vision and roadmap of a solution that addresses customer requirements, identifying differentiated value capture potential, and proposes an implementation/sustainment program for that solution. This involves maintaining a keen understanding of the AspenTech product strategy, value enablers, professional services and partner execution capabilities, and sales pipeline to drive opportunities where AspenTech solutions can bring significant business value to our customers and to AspenTech.
APC解决方案专家在艾斯本APC方面为我们的中国团队提供技术支持。您将在销售周期内与艾斯本销售团队合作，领导与客户高管的咨询发现过程、制定解决方案的愿景和规划蓝图以满足客户需求、识别差异化价值获取潜力、并提出该解决方案的实施/维护计划。这涉及到对艾斯本产品战略、价值赋能、项目实施服务和合作伙伴执行能力以及销售渠道保持敏锐的了解，以推动艾斯本解决方案为我们的客户和公司带来重大商业价值的机会。
The Solution Advisor is responsible for delivering a comprehensive solution vision, compelling business cases based on AspenTech products and work collaboratively with the sales team to close major transactions. Needs to demonstrate deep knowledge of the solutions and offerings and be capable of working independently as well as leading the designing a complete digitalization roadmap with high quality solutions based on the full offering of AspenTech.
解决方案专家负责提供全面的解决方案蓝图、基于艾斯本产品的引人注目的业务案例，并与销售团队合作完成重大交易。需要展示对解决方案和产品的深入了解，能够独立工作，并在艾斯本全套产品的基础上领导设计具有高质量解决方案的完整数字化规划蓝图。
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.
这是一个面向客户的职位，需要具备出色的商业、行业和技术知识以及扎实的咨询和沟通技能的有上进心的个人来向我们的客户推介艾斯本软件解决方案和项目实施服务。
Your Impact
岗位职责
• Determine and understand prospective client’s critical business needs using strong knowledge of the Process Industries, trends and best practices.
利用对流程工业、趋势和最佳实践的丰富知识，确定并了解潜在客户的关键业务需求。
• Develop a comprehensive Solution Vision, a Digitalization roadmap and Value proposition that leverages the complete offering of AspenTech Solutions and that best matches with the customer priorities and business potential.
利用艾斯本解决方案的全套产品并与客户的优先事项和业务潜力进行最佳匹配，来制定全面的解决方案蓝图、数字化路线图和价值主张。
• Accountable to consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition.
负责与客户协商，就相关的艾斯本解决方案和项目实施服务提供建议，并建立可信的价值主张。
• Be a trusted advisor and work with customer senior executives to influence and agree on an Execution Plan and Win the business.
成为值得信赖的顾问并与客户高级管理人员合作，以影响执行计划并达成一致，最终赢得业务。
• Lead value discovery customer sessions, assessing customer needs, and developing solutions working with other subject matter Solution Consultants and cross functional teams.
主导价值发现客户会议、评估客户需求，并与其他产品的解决方案顾问和跨职能团队合作制定解决方案。
• Develop & execute strategies and plans together with the sales teams and help to qualify business opportunities, to identify key customer technical challenges and to develops solutions to meet the business needs.
与销售团队一起制定和执行战略与计划以帮助确定商机、识别关键客户的技术挑战、并制定满足业务需求的解决方案。
• 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.
与销售团队合作，以最佳方式定位艾斯本解决方案的价值和差异化，并引导客户的关键利益相关者、决策者和政治环境。
• 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。
• 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。
• Work with Partners, Implementation Providers, Consultants and the Customer Ecosystem to maximize the Value derived from AspenTech solutions.
与合作伙伴、实施商、顾问和客户生态系统合作，以最大限度地实现艾斯本解决方案的价值。
• Actively engage with other junior Solution Consultants to provide mentorship to develop those individuals into higher levels of competencies, especially in consultative selling acumen and industry knowledge areas.
积极与其他初级解决方案顾问合作并提供指导，将这些人培养出更高水平的能力，尤其是在咨询销售敏锐性和工业知识领域。
What You’ll Need
岗位要求
• Bachelor’s degree in Chemical Engineering or relevant technical subject preferred.
化学工程或相关技术专业学士学位优先。
• At least 15 years practical experience in a consultant, partner, pre-sales, professional services consultant type of role.
至少15年的顾问、合作伙伴、售前、项目实施服务顾问类职位的实践经验。
• Experience with Advanced Process Control and Optimization applications as applied in Chemicals and Energy Downstream (Refining and/or Petrochemicals) companies.
具有在化学品和能源下游（炼油和/或石化）公司应用先进过程控制和优化应用方面的经验。
o Understanding of Planning/Scheduling and Supply Chain Business Processes would be a plus.
了解计划/调度和供应链业务流程者优先。
o Understanding of Manufacturing and Execution Business Processes would be a plus.
了解制造和执行业务流程者优先。
o Understanding of sustainability issues in Process Industry would be a plus.
了解流程工业的可持续化发展问题者优先。
• Excellent consultative skills with proven experience in presenting, advising and achieving buy-in from senior executives (managers, directors, VPs, CMOs, and CXOs).
具有卓越的咨询技能，在演示、提供建议和获得高级管理人员（经理、总监、副总裁、首席营销官和C级高管）的认可方面具有丰富的经验。
• 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.
对流程工业有很强的了解，能够可靠地讨论关键行业趋势、挑战和机遇，并能够对特定客户与同行的比较进行基准衡量。
• 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 leading to major transactions.
卓越的问题解决和问题分析能力，能够将客户需求转化为全面的解决方案蓝图、价值主张和执行计划，从而定位整个艾斯本产品组合的价值，以促成重大交易。
• Experience working with sales teams, solutions consultants and services engineers jointly driving major engagements leading to large transactions.
具有与销售团队、解决方案顾问和项目实施服务工程师合作的经验，共同推动大额交易的重大业务。
• Demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships.
展示出对业务、产品和技术挑战进行战略思考的能力，以及建立强大行业关系的能力。
• 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.
具备业务和技术敏锐性的平衡，包括阐明业务问题的高级技术解决方案的能力以及这些解决方案可以提供的差异化价值。
• Understanding of one or more of the following functions in the processing industry: Supply Chain Management and Optimization, Manufacturing Execution System, Real Time/Historian database, Advanced Process Control, Process Engineering, or Asset Performance Management.
熟悉以下流程工业中的一个或多个功能：供应链管理和优化、制造执行系统、实时/历史数据库、先进过程控制、过程工程或资产性能管理。
• Familiarity with AspenTech's tools and solution is a plus.
熟悉艾斯本的工具和解决方案者优先。
• High degree of intellectual curiosity and ability to learn and apply new concepts and technologies in a wide variety of disciplines.
高度的求知欲以及在多领域中学习和应用新概念和技术的能力。
• Strong communication skills both written and verbal.
出色的书面和口头沟通能力。
• Flexibility to travel 50-60% of time.
能适应50-60%的出差。