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Overview
職位概況
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解決方案專家在艾斯本APC方面為我們的中國團隊提供技術(shù)支持。您將在銷售周期內(nèi)與艾斯本銷售團隊合作，領(lǐng)導與客戶高管的咨詢發(fā)現(xiàn)過程、制定解決方案的愿景和規(guī)劃藍圖以滿足客戶需求、識別差異化價值獲取潛力、并提出該解決方案的實施/維護計劃。這涉及到對艾斯本產(chǎn)品戰(zhàn)略、價值賦能、項目實施服務和合作伙伴執(zhí)行能力以及銷售渠道保持敏銳的了解，以推動艾斯本解決方案為我們的客戶和公司帶來重大商業(yè)價值的機會。
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.
解決方案專家負責提供全面的解決方案藍圖、基于艾斯本產(chǎn)品的引人注目的業(yè)務案例，并與銷售團隊合作完成重大交易。需要展示對解決方案和產(chǎn)品的深入了解，能夠獨立工作，并在艾斯本全套產(chǎn)品的基礎(chǔ)上領(lǐng)導設(shè)計具有高質(zhì)量解決方案的完整數(shù)字化規(guī)劃藍圖。
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.
這是一個面向客戶的職位，需要具備出色的商業(yè)、行業(yè)和技術(shù)知識以及扎實的咨詢和溝通技能的有上進心的個人來向我們的客戶推介艾斯本軟件解決方案和項目實施服務。
Your Impact
崗位職責
? Determine and understand prospective client’s critical business needs using strong knowledge of the Process Industries, trends and best practices.
利用對流程工業(yè)、趨勢和最佳實踐的豐富知識，確定并了解潛在客戶的關(guān)鍵業(yè)務需求。
? 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.
利用艾斯本解決方案的全套產(chǎn)品并與客戶的優(yōu)先事項和業(yè)務潛力進行最佳匹配，來制定全面的解決方案藍圖、數(shù)字化路線圖和價值主張。
? Accountable to consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition.
負責與客戶協(xié)商，就相關(guān)的艾斯本解決方案和項目實施服務提供建議，并建立可信的價值主張。
? Be a trusted advisor and work with customer senior executives to influence and agree on an Execution Plan and Win the business.
成為值得信賴的顧問并與客戶高級管理人員合作，以影響執(zhí)行計劃并達成一致，最終贏得業(yè)務。
? Lead value discovery customer sessions, assessing customer needs, and developing solutions working with other subject matter Solution Consultants and cross functional teams.
主導價值發(fā)現(xiàn)客戶會議、評估客戶需求，并與其他產(chǎn)品的解決方案顧問和跨職能團隊合作制定解決方案。
? 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.
與銷售團隊一起制定和執(zhí)行戰(zhàn)略與計劃以幫助確定商機、識別關(guān)鍵客戶的技術(shù)挑戰(zhàn)、并制定滿足業(yè)務需求的解決方案。
? 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.
與銷售團隊合作，以最佳方式定位艾斯本解決方案的價值和差異化，并引導客戶的關(guān)鍵利益相關(guān)者、決策者和政治環(huán)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.
支持客戶銷售團隊根據(jù)行業(yè)和客戶業(yè)務環(huán)境制定客戶戰(zhàn)略。完善整個項目的解決方案和藍圖規(guī)劃信息，并與其他團隊成員合作，制定有效傳達這些信息的演示材料，引導客戶采取行動。
? 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.
參與和/或主導客戶咨詢活動，以促進銷售，包括演示、研討會、價值評估和技術(shù)研討會。積極支持渠道開發(fā)（如客戶企劃、認知會議等）以及指定客戶和機會的銷售執(zhí)行。
? Work with Partners, Implementation Providers, Consultants and the Customer Ecosystem to maximize the Value derived from AspenTech solutions.
與合作伙伴、實施商、顧問和客戶生態(tài)系統(tǒng)合作，以最大限度地實現(xiàn)艾斯本解決方案的價值。
? 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.
積極與其他初級解決方案顧問合作并提供指導，將這些人培養(yǎng)出更高水平的能力，尤其是在咨詢銷售敏銳性和工業(yè)知識領(lǐng)域。
What You’ll Need
崗位要求
? Bachelor’s degree in Chemical Engineering or relevant technical subject preferred.
化學工程或相關(guān)技術(shù)專業(yè)學士學位優(yōu)先。
? At least 15 years practical experience in a consultant, partner, pre-sales, professional services consultant type of role.
至少15年的顧問、合作伙伴、售前、項目實施服務顧問類職位的實踐經(jīng)驗。
? Experience with Advanced Process Control and Optimization applications as applied in Chemicals and Energy Downstream (Refining and/or Petrochemicals) companies.
具有在化學品和能源下游（煉油和/或石化）公司應用先進過程控制和優(yōu)化應用方面的經(jīng)驗。
o Understanding of Planning/Scheduling and Supply Chain Business Processes would be a plus.
了解計劃/調(diào)度和供應鏈業(yè)務流程者優(yōu)先。
o Understanding of Manufacturing and Execution Business Processes would be a plus.
了解制造和執(zhí)行業(yè)務流程者優(yōu)先。
o Understanding of sustainability issues in Process Industry would be a plus.
了解流程工業(yè)的可持續(xù)化發(fā)展問題者優(yōu)先。
? Excellent consultative skills with proven experience in presenting, advising and achieving buy-in from senior executives (managers, directors, VPs, CMOs, and CXOs).
具有卓越的咨詢技能，在演示、提供建議和獲得高級管理人員（經(jīng)理、總監(jiān)、副總裁、首席營銷官和C級高管）的認可方面具有豐富的經(jīng)驗。
? 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.
對流程工業(yè)有很強的了解，能夠可靠地討論關(guān)鍵行業(yè)趨勢、挑戰(zhàn)和機遇，并能夠?qū)μ囟蛻襞c同行的比較進行基準衡量。
? 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.
卓越的問題解決和問題分析能力，能夠?qū)⒖蛻粜枨筠D(zhuǎn)化為全面的解決方案藍圖、價值主張和執(zhí)行計劃，從而定位整個艾斯本產(chǎn)品組合的價值，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.
具有與銷售團隊、解決方案顧問和項目實施服務工程師合作的經(jīng)驗，共同推動大額交易的重大業(yè)務。
? Demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships.
展示出對業(yè)務、產(chǎn)品和技術(shù)挑戰(zhàn)進行戰(zhàn)略思考的能力，以及建立強大行業(yè)關(guān)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.
具備業(yè)務和技術(shù)敏銳性的平衡，包括闡明業(yè)務問題的高級技術(shù)解決方案的能力以及這些解決方案可以提供的差異化價值。
? 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.
熟悉以下流程工業(yè)中的一個或多個功能：供應鏈管理和優(yōu)化、制造執(zhí)行系統(tǒng)、實時/歷史數(shù)據(jù)庫、先進過程控制、過程工程或資產(chǎn)性能管理。
? Familiarity with AspenTech's tools and solution is a plus.
熟悉艾斯本的工具和解決方案者優(yōu)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領(lǐng)域中學習和應用新概念和技術(shù)的能力。
? Strong communication skills both written and verbal.
出色的書面和口頭溝通能力。
? Flexibility to travel 50-60% of time.
能適應50-60%的出差。