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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(zhuān)家在艾斯本APC方面為我們的中國(guó)團(tuán)隊(duì)提供技術(shù)支持。您將在銷(xiāo)售周期內(nèi)與艾斯本銷(xiāo)售團(tuán)隊(duì)合作，領(lǐng)導(dǎo)與客戶(hù)高管的咨詢(xún)發(fā)現(xiàn)過(guò)程、制定解決方案的愿景和規(guī)劃藍(lán)圖以滿(mǎn)足客戶(hù)需求、識(shí)別差異化價(jià)值獲取潛力、并提出該解決方案的實(shí)施/維護(hù)計(jì)劃。這涉及到對(duì)艾斯本產(chǎn)品戰(zhàn)略、價(jià)值賦能、項(xiàng)目實(shí)施服務(wù)和合作伙伴執(zhí)行能力以及銷(xiāo)售渠道保持敏銳的了解，以推動(dòng)艾斯本解決方案為我們的客戶(hù)和公司帶來(lái)重大商業(yè)價(jià)值的機(jī)會(huì)。
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(zhuān)家負(fù)責(zé)提供全面的解決方案藍(lán)圖、基于艾斯本產(chǎn)品的引人注目的業(yè)務(wù)案例，并與銷(xiāo)售團(tuán)隊(duì)合作完成重大交易。需要展示對(duì)解決方案和產(chǎn)品的深入了解，能夠獨(dú)立工作，并在艾斯本全套產(chǎn)品的基礎(chǔ)上領(lǐng)導(dǎo)設(shè)計(jì)具有高質(zhì)量解決方案的完整數(shù)字化規(guī)劃藍(lán)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(gè)面向客戶(hù)的職位，需要具備出色的商業(yè)、行業(yè)和技術(shù)知識(shí)以及扎實(shí)的咨詢(xún)和溝通技能的有上進(jìn)心的個(gè)人來(lái)向我們的客戶(hù)推介艾斯本軟件解決方案和項(xiàng)目實(shí)施服務(wù)。
Your Impact
崗位職責(zé)
? Determine and understand prospective client’s critical business needs using strong knowledge of the Process Industries, trends and best practices.
利用對(duì)流程工業(yè)、趨勢(shì)和最佳實(shí)踐的豐富知識(shí)，確定并了解潛在客戶(hù)的關(guān)鍵業(yè)務(wù)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(hù)的優(yōu)先事項(xiàng)和業(yè)務(wù)潛力進(jìn)行最佳匹配，來(lái)制定全面的解決方案藍(lán)圖、數(shù)字化路線(xiàn)圖和價(jià)值主張。
? Accountable to consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition.
負(fù)責(zé)與客戶(hù)協(xié)商，就相關(guān)的艾斯本解決方案和項(xiàng)目實(shí)施服務(wù)提供建議，并建立可信的價(jià)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(lài)的顧問(wèn)并與客戶(hù)高級(jí)管理人員合作，以影響執(zhí)行計(jì)劃并達(dá)成一致，最終贏得業(yè)務(wù)。
? Lead value discovery customer sessions, assessing customer needs, and developing solutions working with other subject matter Solution Consultants and cross functional teams.
主導(dǎo)價(jià)值發(fā)現(xiàn)客戶(hù)會(huì)議、評(píng)估客戶(hù)需求，并與其他產(chǎn)品的解決方案顧問(wèn)和跨職能團(tuán)隊(duì)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(xiāo)售團(tuán)隊(duì)一起制定和執(zhí)行戰(zhàn)略與計(jì)劃以幫助確定商機(jī)、識(shí)別關(guān)鍵客戶(hù)的技術(shù)挑戰(zhàn)、并制定滿(mǎn)足業(yè)務(wù)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(xiāo)售團(tuán)隊(duì)合作，以最佳方式定位艾斯本解決方案的價(jià)值和差異化，并引導(dǎo)客戶(hù)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(hù)銷(xiāo)售團(tuán)隊(duì)根據(jù)行業(yè)和客戶(hù)業(yè)務(wù)環(huán)境制定客戶(hù)戰(zhàn)略。完善整個(gè)項(xiàng)目的解決方案和藍(lán)圖規(guī)劃信息，并與其他團(tuán)隊(duì)成員合作，制定有效傳達(dá)這些信息的演示材料，引導(dǎo)客戶(hù)采取行動(dòng)。
? 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(dǎo)客戶(hù)咨詢(xún)活動(dòng)，以促進(jìn)銷(xiāo)售，包括演示、研討會(huì)、價(jià)值評(píng)估和技術(shù)研討會(huì)。積極支持渠道開(kāi)發(fā)（如客戶(hù)企劃、認(rèn)知會(huì)議等）以及指定客戶(hù)和機(jī)會(huì)的銷(xiāo)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(shí)施商、顧問(wèn)和客戶(hù)生態(tài)系統(tǒng)合作，以最大限度地實(shí)現(xiàn)艾斯本解決方案的價(jià)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(jí)解決方案顧問(wèn)合作并提供指導(dǎo)，將這些人培養(yǎng)出更高水平的能力，尤其是在咨詢(xún)銷(xiāo)售敏銳性和工業(yè)知識(shí)領(lǐng)域。
What You’ll Need
崗位要求
? Bachelor’s degree in Chemical Engineering or relevant technical subject preferred.
化學(xué)工程或相關(guān)技術(shù)專(zhuān)業(yè)學(xué)士學(xué)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(wèn)、合作伙伴、售前、項(xiàng)目實(shí)施服務(wù)顧問(wèn)類(lèi)職位的實(shí)踐經(jīng)驗(yàn)。
? 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(xué)品和能源下游（煉油和/或石化）公司應(yīng)用先進(jìn)過(guò)程控制和優(yōu)化應(yīng)用方面的經(jīng)驗(yàn)。
o Understanding of Planning/Scheduling and Supply Chain Business Processes would be a plus.
了解計(jì)劃/調(diào)度和供應(yīng)鏈業(yè)務(wù)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(wù)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(wèn)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(xún)技能，在演示、提供建議和獲得高級(jí)管理人員（經(jīng)理、總監(jiān)、副總裁、首席營(yíng)銷(xiāo)官和C級(jí)高管）的認(rèn)可方面具有豐富的經(jīng)驗(yàn)。
? 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(duì)流程工業(yè)有很強(qiáng)的了解，能夠可靠地討論關(guān)鍵行業(yè)趨勢(shì)、挑戰(zhàn)和機(jī)遇，并能夠?qū)μ囟蛻?hù)與同行的比較進(jìn)行基準(zhǔn)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(wèn)題解決和問(wèn)題分析能力，能夠?qū)⒖蛻?hù)需求轉(zhuǎn)化為全面的解決方案藍(lán)圖、價(jià)值主張和執(zhí)行計(jì)劃，從而定位整個(gè)艾斯本產(chǎn)品組合的價(jià)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(xiāo)售團(tuán)隊(duì)、解決方案顧問(wèn)和項(xiàng)目實(shí)施服務(wù)工程師合作的經(jīng)驗(yàn)，共同推動(dòng)大額交易的重大業(yè)務(wù)。
? Demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships.
展示出對(duì)業(yè)務(wù)、產(chǎn)品和技術(shù)挑戰(zhàn)進(jìn)行戰(zhàn)略思考的能力，以及建立強(qiáng)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(wù)和技術(shù)敏銳性的平衡，包括闡明業(yè)務(wù)問(wèn)題的高級(jí)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(jià)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(gè)或多個(gè)功能：供應(yīng)鏈管理和優(yōu)化、制造執(zhí)行系統(tǒng)、實(shí)時(shí)/歷史數(shù)據(jù)庫(kù)、先進(jìn)過(guò)程控制、過(guò)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(xué)習(xí)和應(yīng)用新概念和技術(shù)的能力。
? Strong communication skills both written and verbal.
出色的書(shū)面和口頭溝通能力。
? Flexibility to travel 50-60% of time.
能適應(yīng)50-60%的出差。