The Director of Global Technology Alliances will identify and close some of Automation Anywhere's top strategic OEM/ISV accounts to maximize bookings and technology alliance partner satisfaction.
50% Externally focused expanding and exploiting new revenue opportunities
The Director of Global Technology Alliances will work directly with the VP of Corporate and Business Development to maximize the value of our existing relationships and look for NEW expansion opportunities to partner across the OEM ISV partner's organization. We are looking for a relationship driven individual who can see and articulate the strategic value of Automation Anywhere's RPA platform across different OEM ISV partner product organizations and at different levels. The Director of Global Technology Alliances will evangelize existing deal inside of the OEM's company and to their ecosystem of suppliers, end customers and channel partners to extend AA's relationship to new opportunities.
The Director of Global Technology Alliances will be constantly looking for and capturing new use cases of RPA in the OEM's environment. The Director of Global Technology Alliances will work closely with the Corporate Development Technology team to define and prototype these use cases.
The Director of Global Technology Alliances will work closely coordinating with the OEM ISV partners sales team in co-marketing, co-selling and reselling. One of the key responsibilities will owning the deal registration process with AA and OEM partner sales team to maximize channel harmony.
50% Internally focused to overcome internal obstacles in the way of perfection execution
Successful OEM Technology Alliances require execution. The Director of Global Technology Alliances will work across Automation Anywhere's entire functional enterprise especially product development, engineering and sales to follow through on previous business and technical commitments to OEM accounts. We are looking for a relationship driven individuals with project management skills who can get things done while building successful, collaborative relationships with key functional executives and their teams at all levels.
The position will be highly visible in the across the company. There is a tremendous opportunity for growth.
Desired Skills and Experience:
Solid understanding of the Enterprise Software market and complimentary relationship to robotic process automation (RPA) market
Solid understanding and experience with business process workflows that could benefit from RPA and the application to OEM partner's business
Results-driven Account Manager who does whatever it takes to achieve financial and OEM Account targets. Previous Enterprise Software sales and account management a plus.
Strong negotiation skills and ability to understand legal contract terms to get deals closed.
Have the interpersonal skills to get things done internally with peers and externally with OEM partner's pivotal job holders to build relationships.
Technical competency to be able to fully understand Automation Anywhere's RPA platform and be able to differentiate it to other competitive offerings.
Public speaking and representing Automation Anywhere at partner's public events.
Creativity to look at opportunities and be able to evangelize use cases that will encourage OEM partner to invest in the relationship
10-15 years of either enterprise software product management, account management or enterprise software sales experience, minimum. Experience with vendors such as IBM, Oracle, SAP, Salesforce, Workday, Microsoft plus.
Vertical Enterprise Software in healthcare (Cerner, Mckesson, Athenahealth, Allscripts) or Financial Services (FiServ, FiS, Guidewire, Duck Creek, Ellie Mae) experience a plus
Ability to work together with Partner Marketing teams building Successful Go To Market Plans
Experience with both startups and larger/public enterprise software organizations preferred
Mature approach to intrapersonal engagement be a level voice that takes responsibility and can work through an organization when there is no reporting relationship
Strong written and verbal communication skills
Fluid, compelling presentation skills are required
Comfort with an executive audience with appropriately leveled content
Presentations and written word must be crisp and consistent
Comfort with international audiences who may not speak English as a first language
Comfort with mixed developer and business audiences
Analytical and data driven approach to Account Management and planning and discipline to keep CRM system up to date.
Detail oriented. Ability to chair and own weekly internal cross functional status meetings and hold attendees accountable. Cultural sensitivity a plus.
BS/BA in a technical major (MBA preferred)