Strategic Partner Account Manager

About Us:

Automation Anywhere is a leader in AI-powered process automation that puts AI to work across organizations. The company’s Automation Success Platform is powered with specialized AI, generative AI and offers process discovery, RPA, end-to-end process orchestration, document processing, and analytics, with a security and governance-first approach. Automation Anywhere empowers organizations worldwide to unleash productivity gains, drive innovation, improve customer service and accelerate business growth. The company is guided by its vision to fuel the future of work by unleashing human potential through AI-powered automation. Learn more at www.automationanywhere.com

Our Opportunity:

Are you passionate about making a difference and creating value for customers? As a Partner Account Manager, you'll have the exciting opportunity to drive customer success by asking insightful questions and connecting with key decision-makers and influencers. If you excel in communication, believe in the transformative power of Intelligent Automation solutions, and are committed to achieving your goals, this role is perfect for you! Join us and be at the forefront of innovation, helping customers unlock their potential with our cutting-edge solutions.

Who you’ll report to:

You will report directly to the RVP, Partnership Sales

Location: 

Texas, USA preferred.  Other Western and Central US locations considered.

You will make an impact by being responsible for: 

• Developing and executing a regional strategy for the channel with a focus on significantly increasing the market share of Automation Anywhere (AAI) through collaboration with large GSIs, RSIs, and boutique partners focused on the Intelligent Automation / Gen AI Market
• Creating joint go-to-market plans, joint scorecards, and a joint cadence of business reviews from the C-suite down to all levels as required in the organization
• Collaborating with national and in-region partners to grow the pipeline for joint execution and collaborating with the field sales team to drive bookings
• Working closely with the field sales teams to execute the plan locally
• Acting as an advocate for your respective partners for all things AAI; keeping them informed and excited about AAI and building a strong support community to drive partner success
• Development of joint solutions with the respective GSI around SFDC, Workday, Google, etc. to showcase the power of Intelligent Automation within the leading GSI practices.
• Upselling, cross-selling & net new logo, including expansion sales through partners

You will be a great fit if you have: 

• BA/BS degree in Sciences or Engineering, with some Computer Science or Computer Engineering background, preferred
• 10+ years of work experience in Enterprise Software sales or channel sales
• Strong technical, alliance management, presales, and sales aptitude and attitude with a successful and progressive track record
• Strong understanding of software sales, marketing, and business development, including scaling channels/alliances (adding more partners, partner sales, and success teams)
• Experience systematically scaling software sales and exponentially growing high NPS partners
• Very good understanding of the customer life cycle journey and partner business models / GTMs and how they succeed
• Experience with leading and lagging indicators in business and knowing how to scale qualified opportunities, systematic pipeline building, and conversions through regional VPs and their teams
• Up to 20-30 % of travel

You excel in these key competencies: 

• Knowledge of enterprise software architecture and technologies
• Knowledge of business process management
• Thorough knowledge of consultative selling including prospecting, qualifying, presenting, trial closing, objection handling, and closing
• High energy with the ability to excel in an entrepreneurial, fast-changing environment
• Experience and knowledge of working with channel partners such as “Big 4” advisories and leading System Integrators an advantage
• Solid computer knowledge including proficiency with software applications including Salesforce
• Demonstrable technical depth with the ability to effectively communicate with technical and non-technical stakeholders

The salary range or on-target earnings (base salary + on-target incentives) for this position in California, New York, and Washington is $280,000 - $300,000 a year, and outside of those locations is $260,000 - $280,000 a year. The salary ultimately offered is determined through a review of education, industry experience, training, knowledge, skills, and abilities of the applicant in alignment with market data and other factors.  This position is also eligible for equity and a full range of medical and other benefits.

Ready to Revolutionize Work? Join Us.

This is an opportunity to work with a global, passionate team pioneering technology that’s redefining the way people work, everywhere.  Join us and discover the many ways that you can have an impact, achieve your potential, and go be great.

Job Segment OR Key Words: SaaS, Enterprise Sales, Channel Partners, Alliances, B2B Software Solutions

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Benefits and perks you’ll appreciate:

• Flexible work schedule / remote roles
• Unlimited Personal Time Off
• 12 holidays off per year
• 4 days volunteer time off per year
• 4 company “Achievement” days off per year
• Variety of health care and well-being benefits
• Paid family/parental leave
• We are a designated “Best Place to Work” for 2 years in a row! Learn more here
• Newsweek’s Top 100 Most Loved Workplaces in America 2023 – Learn more here