Alliance Director

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

Your Impact

• Carry the overall number for their respective region / zone.
• Achieve quarterly targets- both for revenue and pipeline – This is both for sourced and influenced business.
• Are sales focused. Are responsible for carrying a qualified opportunity to closure.
• Manage relationships at the region level with all stakeholders to ensure partner opportunities are explored, discussed and executed.
• Are the voice of the Partner team within the region and its leadership team.
• Identifies regional partner coverage gaps.
• Identify new joint pursuits within the geography or industry segments along with their GAD counterparts.
• Document and Define Business / Segmentation alignment for all new strategic partners according to established timelines.
• For Regional partners: Support in deal cycle; from identifying and alignment of an opportunity to win-closure.
• Record successes and produce target number of case studies along with the respective RADs or individually for regional / zone.
• Develop business plans annually that deliver strategic value to customers.
• Support Marketing programs according to quarterly expectations to improve program recognition.
• Report progress weekly on SFDC, tagging deals accurately and rolling up appropriately.
• Schedule and run monthly and Quarterly review call with country managers / SVPs for the region respectively.

What You'll Need

• Proven success building and/or managing global, technology-driven alliances.
• Experience leading complex operational and strategic initiatives.   Track record of strategic thinking and operational excellence.
• Prior experience with digital technology in the process/manufacturing vertical markets.
• At ease participating in small or large group settings, working with executives to GM level, and fostering collaboration and trust with all levels of the Partner organization.
• Strong collaboration and influence skills.  Exceptional written and oral communications.
• High energy with a positive disposition. Comfortable working in fluid, fast paced environments. Self-starter.  
• Bachelor’s degree in an engineering discipline or IT.
• Strong business acumen.  Adept at identifying improvement and growth opportunities, building inter-organizational interlock, and overcoming resistance to change.