Principal Solution Consultant - Digital Grid Management
Bedford, MA, United States
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 Role Open Systems International, Inc. (OSI), An AspenTech Business, is a fast-paced, growing, high technology company, headquartered in Medina, Minnesota. As a world leader in the Operations Technology (OT) field, OSI develops and supplies state-of-the-art energy management, optimization, and control software solutions to energy utility companies worldwide.
OSI is looking for talented, energetic, and outgoing engineers to work in a rapidly growing field where you will have the opportunity to work directly with some of the most exciting electric utilities around the world. In this pre-sales role, the Solutions Engineer's objective will be to understand the utilities' challenges, and industry drivers to support the development of a vision and roadmap for a solution that addresses their requirements and enables the adoption of OSI's state-of-the-art solutions. Your Impact Open Systems International, Inc. (OSI), An AspenTech Business, is a fast-paced, growing, high technology company, headquartered in Medina, Minnesota. As a world leader in the Operations Technology (OT) field, OSI develops and supplies state-of-the-art energy management, optimization, and control software solutions to energy utility companies worldwide.
OSI is looking for talented, energetic, and outgoing engineers to work in a rapidly growing field where you will have the opportunity to work directly with some of the most exciting electric utilities around the world. In this pre-sales role, the Solutions Engineer's objective will be to understand the utilities' challenges, and industry drivers to support the development of a vision and roadmap for a solution that addresses their requirements and enables the adoption of OSI's state-of-the-art solutions.
The Role
We currently have an opening for a Senior Solutions Consultant. This is a customer facing role that requires self-motivated individuals with consultative and communication skills to position OSI solutions and services focused on electric utility real-time grid control systems (SCADA, DMS, EMS, GMS, ADMS, DERMS). In this position you will oversee technical aspects of Business Development for OSI's Products, technical aspects of proposals and Statements of Work and lead discussions with customers. Specific on-the-job training will be provided.
Job Description
Own the technical business development aspects, including overall proposed system design, of OSI's products for real-time critical infrastructure control systems.
Work diligently on responding to the technical conformance and questionnaire responses for Requests for Information/Proposal/Quote (RFI/RFP/RFQ).
Work with Sales/Account managers for new customers and also After Market customers to increase ARRs.
Lead and/or participate in customer consulting engagements to facilitate sales, including workshops, scope review sessions, proposal presentations and contract negotiations.
Engage with existing OSI customers to identify and consult new product sales opportunities.
Be a trusted SME/advisor to our customers.
Represent OSI in a superior manner with an excellent attitude.
Manage assigned customers with care, concern, and diligence.
Be decisive and innovative when resolving customer issues.
What You'll Need Qualification
Bachelor's degree and minimum 5 years of technical sales support/solution consulting experience required.
Proficiency with communicating technical concepts and presenting to customers.
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 and flexibility to travel to domestic or international locations (25% or less)
Preferred
Bachelor's degree in Electrical Engineering, Computer Science/Engineering, or relevant technical field.
Technical understanding of networking and security, operating systems, databases, virtual environments, and systems integration.
Knowledge of OSI's product suites or similar applications.
5+ years of business and technical sales support experience in utility grid automation software (SCADA, EMS, DMS, OMS systems, DERMS) or experience working in utility operations or engineering support.
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