Partner Sales Manager

2 weeks ago

Singapore SOFTWARE AG (SINGAPORE) PTE. LTD. Full time
Roles & Responsibilities

Software AG helps companies to manage and optimize their operations, infrastructure and technology with products that simplify complexity, increase transparency and prepare organizations for change.

Trusted by the world's best brands for more than 50 years, Software AG's AI-enabled process intelligence, application development, high-performance database, and strategic portfolio management solutions are used by banks, retailers, manufacturers, governments and more.

Intelligent processes run on ARIS — The ARIS Suite empowers you to achieve operational excellence by providing clear visibility into your operations, enabling you to create outstanding processes, and ensure close monitoring of your business to achieve long-term success. Champions rely on top-notch processes and need the right tools to stay ahead. With ARIS as your companion, there's no limit to what you can achieve.

Since 1992, ARIS has been a pioneer and leader in Business Process Analysis and Process Mining. ARIS serves as the backbone for transforming, optimizing, and controlling how you run your business. Trusted by thousands of leading organizations worldwide, ARIS is the essential companion on your journey to sustainable success.

Be you, join us.

The Partner Sales Manager will have principal responsibility for achieving Partner-led revenue goals in the APJ region, driving high velocity, high margin partner sales. This partner sales role is quota carrying and will be the strategic interface between ARIS, partners and targeted customers.

Responsibilities include teaming with key partners and building out a regional business plan which will include revenue, enablement, leading joint technology and services initiatives, within new and existing customer accounts.

The successful candidate will report to the APAC & MET Sales Director and also serve as a member of the global Partner team.

Essential Functions:

  • Build a comprehensive, integrated Go-To-Market plan with an ecosystem of trusted partners to achieve revenues targets and customer success.
  • Lead the development of Partner Business Plans, driven by quantifiable metrics. Drive regular cadence and manage formal business reviews.
  • Ensure successful execution of the Plan by segmenting and prioritizing those partner initiatives that will bring most added value to ARIS's go to market, help differentiate and ultimately bring innovation to the customer.
  • Manage the partner pipeline with discipline. Build lead generation campaigns and track effectiveness. Qualify leads rigorously, supporting Partners' account planning activities. Drive lean sales campaigns to optimize the allocation of internal resources.
  • Develop, win and maintain incremental revenue by selling ARIS solutions through Partners.
  • Facilitate partner enablement, identifying and addressing capability gaps. Drive partner certifications and deep learning.
  • Proactively plan and manage product launches, go-to- market initiatives, as well as market and field enablement activities, pipeline calls and business plan reviews.
  • Identify and show case Partner-Led successes, especially around Customer Success Stories.
  • Act as the Partners' internal Ambassador and Champion, aligning with internal contributors and stakeholders. Similarly, externally exhibit the professionalism, culture and values of ARIS, reflecting a Partner Centric organization.
  • Develop key Partner relationships, identify sponsors and nurture technical, alliance and sales relationships to ensure that ARIS is considered the preferred strategic partner.
  • Build a marketing plan with Partners to generate demand and project opportunities. Identify opportunities to collaborate in demand generation activities, either directly with the Partners or in partnership with other vendors in collaboration with the Partner.

Minimum Requirements:

  • BA/BS degree and familiarity with internet technologies, web portal initiatives and integration platforms is required.
  • Proven track record in Partner-Led sales, managing a portfolio of partners to achieve customer success, partner growth and sales target.
  • Previous experience as a Partner Manager/Director, building, managing and leveraging key Partner relationships.
  • Success in closing high value contract negotiations, managing and retaining customer accounts.
  • Proven ability to design and execute go-to-market initiatives, marketing programs, joint value propositions and business cases around strategic partnerships.
  • Experience and comfort level working with C- level executives at Fortune 500 companies and building relationships throughout organizations.
  • Strong business acumen and negotiation abilities, based on robust business cases.
  • Strong Leadership skills, with a capacity to innovate.
  • A team player working across a matrix organization, driving efficient sales campaigns.
  • BA/BS degree and familiarity with internet technologies, web portal initiatives and integration platforms is required.

What's in it for you?

  • Earn competitive total compensation and receive comprehensive country-specific medical and other benefits.
  • Enjoy time and location flexibility with our Hybrid Working Model, which allows a remote workshare of up to 60%. Work anywhere in your country or abroad for up to 10 days per year.
  • Set yourself up for success in your new role by upgrading your home office space using your one-time hybrid work payment.
  • Lean on the Employee Assistance Program for support during some of life's most common but difficult challenges.

At Software AG we are committed to providing an environment of mutual respect and fairness where equal employment opportunities are available to all applicants and employees without regard to race, colour, religion, gender, pregnancy, national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, and any other characteristic protected by applicable law.

We believe that diversity, equity, and inclusion is critical to our success as a global company, and we seek to recruit, compensate, develop, promote, and retain the most talented people from a diverse candidate pool.

Tell employers what skills you have

Account Planning
Negotiation
Lead Generation
Operational Excellence
Business Acumen
Business Process Analysis
Application Development
Customer Success
Selling
Demand Generation
Portfolio Management
Cadence
Strategic Partnerships
Mining
Working Model

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