Who you'll report to:You will report directly to the Director, Strategic Partnerships
Location:Remote role within the United States
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
- 7+ 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 is $275,000 - $300,000 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.
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
- Eligible for 4 company Achievement days off per year
- Variety of health care and well-being benefits
- Paid family/parental leave
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