Aspen Technology

• Generating revenue growth through the sale of AspenTech software solutions and professional services • Managing assigned accounts and opportunities maximizing revenue growth • Leading cross-functional teams to formulate client strategies and close on strategic client opportunities • Articulating solution business value to customers • Responding to RFPs and closing on sales • Achieving quarterly and annual sales quota

• Maintain and expand relationships with strategically important large customers • Represent the entire range of company products and services to assigned customers • Lead the customer account planning cycle and ensure assigned customers' long-term needs and expectations are met • Proactively lead a joint company - strategic account planning process that develops mutual performance objectives, financial targets and critical milestones • Articulate solution business value to customers • Gather market information from multiple sources, to analyze competition and consumer/market trends • Achieves strategic customer objectives defined by company management • Closely coordinate company executive involvement with customer management

• partner with AspenTech sales teams during the sales cycle to lead in consultative discovery process with customers • craft a vision and roadmap of a solution that addresses customer requirements • identify differentiated value capture potential, • create an implementation/sustainment program for that solution • 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 • deliver high quality solutions and business outcomes based on existing AspenTech Asset Performance Management (APM) solutions focused on O&G and Petrochemical markets • contribute to the design of a complete solution across the entire lifecycle of a project - from pre-sales through design and delivery of the solution • drive transformational results and realize business strategy for AspenTech customers • leading value discovery customer sessions, assessing customer needs, and developing solutions and value propositions • determine and understand prospective client’s critical business issues in order to present and demonstrate AspenTech’s software capabilities as the best possible solution to win the business with focus on technical solution, business value and competitive differentiation • build client specific solutions on the AspenTech platform using all the available tool options • develop robust recommendations, proposals and scope of work documents for AspenTech Consulting engagements while also identifying critical dependencies & gaps • consult with customers and advise on the relevant AspenTech solutions, services and establish a credible value proposition • develop & execute sales campaigns and plans together with the sales teams • support pipeline development (e.g. marketing, account planning, awareness sessions, etc.) and sales execution in the assigned accounts and opportunities • be capable/willing to use AspenTech software on customer data to demonstrate/differentiate value/capabilities

• Responsible for account and relationship development and management, at all levels of the customer organization • Articulate solution business value to customers and lead solution development efforts • Demonstrate thorough understanding of the customer's business priorities and initiatives • Have complete understanding of current usage of AspenTech software applications • Ability to challenge customers’ current way of doing business to drive results • Responsible for administration of overall strategic account plan, opportunity management, competitive displacement targeting, and pipeline development within CRM tool • Accurately forecast deals for current and future business and achieve aggressive sales quota

• Be the technical lead on small or medium projects, dealing effectively with technical issues to ensure customer satisfaction • Co-ordinate solution delivery in concert with AspenTech Project Manager and the Client to ensure projects achieve stated milestones, delivery dates and financial goals • Review process flow diagrams, process & instrumentation diagrams, mass balances, actual plant data, process descriptions and process manuals • Implement projects using AspenTech's process simulation software like Aspen HYSYS, Aspen Plus, Aspen OnLine and others • Participate in client meetings, prepare project documentation/reports and assist with user training as necessary • Confidently communicate with and present results to clients • Maintain and extend client satisfaction levels and develop opportunities for additional Services

Role Description The Senior Customer Success Manager (CSM) is responsible for building and maintaining strong, high level (i.e. key decision makers, influencers and senior management) trusted advisor relationships within assigned accounts ensuring high levels of customer satisfaction and recognition of ROI tied to customer business initiatives, leading to strong renewals and solution growth opportunities. We are looking for a passionate and experienced individual; able to help a portfolio of customers reach their business transformation by leveraging our solutions. This person will achieve this by creating trusted relationships, providing technology, governance and adoption insights and industry thought leadership. Sr. Customer Success Managers must align our success with customer business initiatives by possessing an unrivaled sense of autonomy, ownership, and dedication to helping each customer understand their level of maturity through a value framework process. Your Impact - Owns the customer experience, journey (adoption and value capture) and renewal results for your assigned enterprise and key accounts. - Focus on customer intimacy. - Deliver business impact and innovation to a customer's business by truly understanding our customers' key business issues and opportunities. - Build and nurture key decision makers, influencers and senior management relationships across top accounts to solidify our partnership and commitment to the customer while penetrating the account deeper. - Understands the customers’ business environment, challenges and opportunities, and aligns AspenTech’s initiatives with the customers’ initiatives. - Acts as a trusted advisor throughout the entire lifecycle of a customer account following the initial sale through successful adoption and ultimately renewal with growth. - Ensure our solutions are understood that results in an increase in customer adoption and customer satisfaction. - Proactive customer contact and on-site visits to perform high level Executive Business Reviews, user group meetings, Road Maps, etc. - Collaborates with internal implementation consultants, sales account managers, and renewal representatives to develop and execute account plans. - Ability to effectively facilitate and lead cross-functional teams and resources; manage both with and without organization authority. - Delivers product insight and strategy advice for sales enablement, communication, and training initiatives. - Uncovers and mitigates any risk that threatens your Customers’ growth, satisfaction, or renewal. - Responsible for nurturing assigned account base into long term strategic partnerships while increasing customer usage and adoption of solutions. Qualifications - Bachelor’s degree in Chemical Engineering or a related discipline, or equivalent relevant industry experience. - Significant professional experience in the process industry, typically 10+ years. - 5+ years of experience in Pre-Sales, Post-Sales, Customer Relationship Management, or Customer Success Management preferred. - 5+ years of experience using AspenTech Engineering, Manufacturing, SSE, or APM solutions, or similar software suites used in the process industries, preferred. - Excellent written and verbal communication skills. - A verifiable track record of consistently meeting or exceeding revenue goals or business objectives. - Proven ability to facilitate and lead cross-functional teams, with strong project-management skills. - Experience managing multi-million-dollar portfolios. - Skilled in building relationships with key decision-makers, influencers, and senior management within customer accounts. - Strong self-motivation, agility, and business acumen. - Professional fluency in English required; Italian language skills strongly preferred. Requirements - The annual base salary range for this role is EUR 67,400.00 – 101,200.00 per year gross per year. - This role is also eligible for bonus or variable incentive pay, subject to the terms of the applicable plan. - This role is covered by the applicable collective bargaining agreement which defines the relevant employment classification, minimum pay framework and pay progression structure: CCNL Contratto Collettivo Nazionale del Commercio | Confcommercio.

• Responsible for account and relationship development and management, at all levels in the customer organization. • Articulates solution business value to customers and leads solution development efforts that best address customer needs whilst coordinating the involvement of all necessary company personnel including support, service and management resources in order to meet account performance objectives and customers' expectations. • Demonstrate understanding of the customer's business priorities and initiatives. • Discuss relevant trends and priorities integrating industry knowledge and solution knowledge. • Have complete understanding of current usage of AspenTech software applications, white space and competitive software usage within the Account. • Ability to challenge customers’ current way of doing business to drive results. • Responsible for overall strategic account plan, Opportunity Winning Plan, Competitive Displacement Plan and Pipeline Development Plan. • Respond to RFPs, Bid preparation, follow-up, negotiation and closing of sales. • Provide sales and executive management with account updates, sales forecasts, etc. • Achieve quarterly and annual sales quota. • Accurately forecast deals for the quarter and future quarters.

• Lead technical engagements with utility customers to implement, customize, and support power system modeling solutions using Emerson-Aspen Tech’s NMM (Monarch) platform • Serve as the primary modeling authority, guiding clients in developing high-fidelity transmission models and ensuring successful integration into planning and operational environments • Deliver end-to-end modeling solutions, including data onboarding, model configuration, validation, and integration with EMS, SCADA, GIS, OT/IT systems, and planning tools • Perform hands-on model setup, including topology configuration, parameter validation, connectivity checks, and functional testing to ensure model accuracy and reliability • Customize integration and data-quality workflows to meet client-specific requirements • Diagnose and resolve technical and modeling issues, coordinating with internal development and support teams to ensure timely resolution • Conduct client training sessions, workshops, and develop user documentation to build modeling competency • Mentor client engineering teams on model development practices, data governance, CGMES exchanges, and simulation workflows • Collaborate closely with R&D to improve automation, data ingestion, CGMES handling, and usability features • Provide technical expertise to support sales engagements, customer success initiatives, and proposal development • Maintain up-to-date knowledge of transmission modeling methodologies, regulatory requirements, CIM/CGMES standards, and emerging modeling technologies

• Owns the customer experience, journey (adoption and value capture) and renewal results for your assigned enterprise and key accounts • Focus on customer intimacy • Deliver business impact and innovation to a customer's business by truly understanding our customers' key business issues and opportunities • Build and nurture key decision makers, influencers and senior management relationships across top accounts to solidify our partnership and commitment to the customer while penetrating the account deeper • Understands the customers’ business environment, challenges and opportunities, and aligns AspenTech’s initiatives with the customers’ initiatives, ultimately, aligning AspenTech’s success to the customers’ business initiatives • Acts as a trusted advisor throughout the entire lifecycle of a customer account following the initial sale through successful adoption and ultimately renewal with growth • Ensure our solutions are understood that results in an increase in customer adoption and customer satisfaction • Proactive customer contact and on-site visits to perform high level Executive Business Reviews, user group meetings, Road Maps, etc., to improve relationship and plan strategically with customers to help them meet their sales productivity objectives through the use of our products and services • Collaborates with internal implementation consultants, sales account managers, and renewal representatives to develop and execute account plans, and initiate renewal and expansion opportunities to generate new revenue • Work as part of the team to develop strategies for scale and growth • Ability to effectively facilitate and lead cross-functional teams and resources; manage both with and without organization authority • Delivers product insight and strategy advice for sales enablement, communication, and training initiatives • Uncovers and mitigates any risk that threatens your Customers’ growth, satisfaction, or renewal; conceive and execute risk mitigation plans by utilizing all available AspenTech resources • Responsible for nurturing assigned account base into long term strategic partnerships while increasing customer usage and adoption of solutions

Role Description The Lead Engineer serves as a front-line technical leader and supervisor, accountable for the successful technical implementation and quality of advanced real-time SCADA solutions within project delivery. This role requires strong leadership, deep technical expertise, and the ability to coordinate and prioritize engineering tasks across a project team. The Lead Engineer also partners closely with the Project Manager to ensure accurate forecasting, planning, and execution of technical work, acting as the first line of technical escalation and ensuring alignment with project objectives. Your Impact - Lead execution, prioritization, and coordination of technical work for assigned projects. - Serve as the primary technical point of contact and escalation for the project team. - Provide direction and coordination among engineers and services assigned to the project, across a variety of integral technical areas, including: - IT - Cyber Security - SCADA - IS&R - Modeling - Transmission - Generation - DERMS - ADMS - Outage Management specialists - Maintain a clear understanding of the technical scope, rationale, and progress of all project activities. - Ensure technical deliverables meet quality standards and contractual requirements. - Collaborate with the Project Manager on project planning, forecasting, and resource allocation. - Provide technical guidance and mentorship to engineering team members. - Oversee integration, testing, and commissioning of total solution for utility and industrial customers. - Communicate technical requirements and design details to internal teams and stakeholders. - Support customer interactions, including technical discussions, troubleshooting, and training. - Stay current with industry standards, emerging technologies, and best practices. Qualifications - Bachelor’s Degree in Electrical Engineering, Computer Engineering, or related field; Master’s degree preferred. - Minimum of 12 years of experience in SCADA solution delivery, real-time control, or related domains. - Proven experience leading technical teams and delivering complex engineering projects. - Strong understanding of solution architecture, protocols, and integration with IT/OT systems. - Excellent problem-solving, organizational, and leadership skills. - Ability to manage multiple priorities in a fast-paced environment. - Strong communication skills for both technical and non-technical audiences. - Ability and willingness to travel to customer sites as needed.