Alliance Director

Aspen Technology Houston , TX 77020

Posted 4 months ago

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 RoleThe Alliance Director will have a proven track record of building partnerships with new products and technologies in a high growth organization, and experience in one or more of AspenTech's core markets. This individual must exhibit leadership, communication, collaboration and disciplined execution that inspire teaming and trust with internal and external stakeholders, as aligned to AspenTech's global partner and growth strategies.

The successful individual will design, implement and manage a regional strategy for identifying, recruiting and developing an ecosystem of Global Systems Integrators (GSI's), Advisory Partners, and Implementation Service Partners (ISPs)) that support AspenTech's go-to-market strategy. This is an individual contributor role located in our Houston office.

Your Impact

  • Develop and execute joint go-to-market strategies with select System Integrators, Advisory and Services Partners, managing key relationships, structuring and governing engagement models, and driving measurable business outcomes for AspenTech, our partners, and joint customers. Define alliance frameworks, operating and engagement models, and joint value proposition, and manage contracts.

  • Ensure internal organizational alignment. Identify and align critical functions, tasks and accountabilities required from key AspenTech stakeholders to execute against a formalized alliances strategy.

  • Ensure coverage and capacity within your region to satisfy market demand. Prepare, collect, analyze, maintain and report demand for services vs. supply from internal services and partner services. Based on this, articulate strategic rationale for new and existing alliances based on ecosystem analysis and AspenTech's long-term growth strategy. Recruit new partners, or develop existing, to fill gaps.

  • Governance: Ensure that partners build and maintain required competency levels, leverage AspenTech's recommended service delivery methodologies and our existing sub-contractor network, and minimize / manage through conflicts from any competitive offerings. Working with Global Practice Directors and delivery teams, this includes responsibility for identifying, troubleshooting and resolving issues as well as escalating when appropriate. Maintain Partner 360.

  • Competency Management: Implement and manage partner onboarding and enablement by leveraging certification programs. Manage and maintain inventory of partner competencies in the AspenTech portfolio.

  • Portfolio management: Mapping AspenTech and partner's offering portfolio; managing any competitive challenges via heat mapping and rules of engagement. Evaluation of opportunities for joint offering development.

  • Demand generation and pipeline management: Create and drive demand generation plan with go to market partners, including joint account plans, co-marketing and thought leadership, and joint pipeline for all engagements. Facilitate effective and self sustained joint engagement between the partner, AspenTech's Direct Sales team and Services organization to drive license growth for AspenTech.

  • Performance Management: Set and aggressively manage certification targets, program revenue, influence deals and Customer Sat targets. Maintain a cadence of quarterly business reviews with the partner, involving their senior leadership and AspenTech management, where needed.

  • Draw from industry and professional groups and other experts to relay latest thinking about program and alliance best practices.

What You'll Need

  • Experience in world class technology companies in the business of software, hardware and/or professional services.

  • Strong presentation skills; excellent spoken and written communication, interpersonal, and relationship building skills. In addition, strong collaboration and influencing skills required.

  • Proven success building profitable technology ecosystems with a history of negotiating partnership pricing and contracts.

  • Executive presence. At ease presenting in small or large group settings.

  • Very high energy level with a positive disposition. Comfort working in fast paced environment.

  • Travel 50%.

  • Understanding of the process industries (energy, chemicals) a plus, but not required.

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Alliance Director

Aspen Technology