Director, Solution Consulting
AspenTech is a global software leader helping industries meet the increasing demand for resources from a rapidly growing population in a profitable and sustainable manner.
Our Digital Grid Management software suite, including AspenTech OSI products, helps power and utilities companies achieve superior real-time control, optimization and management for exceptional performance of complex energy networks.
The RoleReporting to the Senior Director, Solutions Consulting, you will be a key member of our Global Sales team, supporting the Digital Grid Management (DGM) business.
As the Director, Solution Consulting you will lead a team of global solution consultants and manage transforming our regional presales organization into a global pre-sales organization with effective regional resource deployment.
This will include developing and deploying global processes, engagement models, protocols, enablement, talent, operating model, infrastructure, and organization structure to support a global presales organization.
Your ImpactLead global team of direct reports:
evaluate and assign appropriate workload, review/validate work product, manage performance and career development, ensure team is highly engaged and productive, and other people management responsibilities.
Manage through the continued success of day-to-day operations, partnering with regional sales leaders and leading a strong and diverse global team to ensure business continuity.
Lead technical engagements and define scope for assigned opportunities to successfully place DGM s product as the winning solution.
Develop commercial proposals for assigned opportunities.
Respond to Requests for Information/Proposal/Quote (RFI/RFP/RFQ) questionnaires and compliance as required.
Apply consultative skills in customer-facing situations to identify customer problems, understand their business and operational issues, and develop a solution architecture based on the DGM products.
Facilitate customer understanding of the technical functionality of the DGM solutions to help validate against their required business use-cases.
Lead and/or participate in customer consulting engagements to facilitate sales, including workshops, scope review sessions, proposal presentations and contract negotiations.
Proactively support pipeline development (e.
g.
marketing, account planning, awareness sessions, etc.
) and sales execution (e.
g.
achieving technical win, establishing Sequence of Events) in the assigned accounts and opportunities.
Lead complex and high value opportunities to assess the required solutions, identify/estimate scope and create customer facing proposals.
Use experience and industry knowledge to drive process improvements and increase capacity for increased growth and scalability.
Focus and help implement strategies to achieve new growth initiatives and target new market expansions.
What You'll NeedBachelor s degree in Electrical Engineering, Computer Science or other relevant technical field with a minimum of 10 years of experience leading national, regional and/or worldwide Consulting and/or pre-sales teams.
Experience in value engineering or value selling programs and capabilities.
Ability to travel up to 25%.
Demonstrated success of implementing best practice WW processes, tools, and development of a world class commercial organization.
Success in partnering with other leaders to bridge between sales, engineering, and other functions/business units.
High level of experience in collaborating and influencing across a matrix style organization to achieve corporate goals.
Strong problem solving and analytical skills, including ability to make clear observations and conclusions based on customer interviews and data.
Strong time / project management and organization skills.
Ability to learn quickly, independently research, identify and solve technical problems.
Excellent oral and written communication skills with great customer facing and presentation skills.
SummaryLocation:
Medina, MinnesotaType:
Full time.
Estimated Salary: $20 to $28 per hour based on qualifications.
Our Digital Grid Management software suite, including AspenTech OSI products, helps power and utilities companies achieve superior real-time control, optimization and management for exceptional performance of complex energy networks.
The RoleReporting to the Senior Director, Solutions Consulting, you will be a key member of our Global Sales team, supporting the Digital Grid Management (DGM) business.
As the Director, Solution Consulting you will lead a team of global solution consultants and manage transforming our regional presales organization into a global pre-sales organization with effective regional resource deployment.
This will include developing and deploying global processes, engagement models, protocols, enablement, talent, operating model, infrastructure, and organization structure to support a global presales organization.
Your ImpactLead global team of direct reports:
evaluate and assign appropriate workload, review/validate work product, manage performance and career development, ensure team is highly engaged and productive, and other people management responsibilities.
Manage through the continued success of day-to-day operations, partnering with regional sales leaders and leading a strong and diverse global team to ensure business continuity.
Lead technical engagements and define scope for assigned opportunities to successfully place DGM s product as the winning solution.
Develop commercial proposals for assigned opportunities.
Respond to Requests for Information/Proposal/Quote (RFI/RFP/RFQ) questionnaires and compliance as required.
Apply consultative skills in customer-facing situations to identify customer problems, understand their business and operational issues, and develop a solution architecture based on the DGM products.
Facilitate customer understanding of the technical functionality of the DGM solutions to help validate against their required business use-cases.
Lead and/or participate in customer consulting engagements to facilitate sales, including workshops, scope review sessions, proposal presentations and contract negotiations.
Proactively support pipeline development (e.
g.
marketing, account planning, awareness sessions, etc.
) and sales execution (e.
g.
achieving technical win, establishing Sequence of Events) in the assigned accounts and opportunities.
Lead complex and high value opportunities to assess the required solutions, identify/estimate scope and create customer facing proposals.
Use experience and industry knowledge to drive process improvements and increase capacity for increased growth and scalability.
Focus and help implement strategies to achieve new growth initiatives and target new market expansions.
What You'll NeedBachelor s degree in Electrical Engineering, Computer Science or other relevant technical field with a minimum of 10 years of experience leading national, regional and/or worldwide Consulting and/or pre-sales teams.
Experience in value engineering or value selling programs and capabilities.
Ability to travel up to 25%.
Demonstrated success of implementing best practice WW processes, tools, and development of a world class commercial organization.
Success in partnering with other leaders to bridge between sales, engineering, and other functions/business units.
High level of experience in collaborating and influencing across a matrix style organization to achieve corporate goals.
Strong problem solving and analytical skills, including ability to make clear observations and conclusions based on customer interviews and data.
Strong time / project management and organization skills.
Ability to learn quickly, independently research, identify and solve technical problems.
Excellent oral and written communication skills with great customer facing and presentation skills.
SummaryLocation:
Medina, MinnesotaType:
Full time.
Estimated Salary: $20 to $28 per hour based on qualifications.
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