Sr. Partner Manager MENA

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

AspenTech is seeking a Partner Manager to be the focal for its global alliances operating in the Middle East and North Africa (MENA), with a primary focus on partner enablement and sales engagement support. This is an overlay role reporting to the VP of Global Channels and Alliances, with day-to-day accountability to the Regional Sales VP in the UAE.

For global alliances and regional partners, this person will develop the region’s partner strategy, recruit and onboard, launch, own the business and marketing plans, manage executive relationships, and provide governance in accordance with AspenTech’s partner program. The portfolio is comprised of advisory, SI, implementation, resale, technology, cloud and EPC partners. This person will also enable AspenTech Sales to productively engage in co-selling, along with supporting selective resale.

The primary objective of the role is to leverage partners to expand our go-to-market reach into existing and new customers, as measured by partner sourced and influenced opportunities, and resale or commission-based deals, which result in growth in annual spend. This individual must exhibit strong leadership, have an entrepreneurial mindset and bias for action, excellent organizational and communication skills, exhibit collaboration and disciplined execution, and have worked well with partners and distributed global teams. The ideal candidate will inspire teaming and trust with internal and external stakeholders to align program and execution with all parties.

Your Impact

• Facilitate effective joint field engagements between the partner and AspenTech’s Sales organizations to drive license growth. This role will become “embedded” as an overlay within the sales force, supporting partner account management, matchmaking partners into opportunities and resourcing to partner-sourced opportunities, managing the partner pipeline, and supporting QBR’s and forecast reviews.
• Demand generation and pipeline management: With internal and external marketing organizations, ensure the creation and execution of a joint demand generation plan, including joint business and account plans, opportunity engagements, co-marketing and thought leadership.
• Competency development – internal: Manage enablement sessions, promote the partners’ “brand” value and unique selling propositions, and establish support for use of alliance’s Customer Centers where applicable.
• Competency development - external: Facilitate understanding of AspenTech’s portfolio of solutions. Working with AspenTech Customer Success and Solutions Implementation and Advisory (SIA) teams: Ensure that partners develop and maintain required competency levels, leverage AspenTech’s service delivery methodologies and our existing sub-contractor ecosystem and are accountable for high quality deliveries.
• Proven leadership skills and experience building relationships with stakeholders inside and outside the organization, working within challenging circumstances where change and ambition are high, to drive outcomes that benefit our clients.
• Governance: Identify and align critical functions, tasks and accountabilities required from key stakeholders to execute against alliance strategy and business plans; hold all parties accountable for performance. Develop and track the full “balance sheet” / scorecard of partner activities. Maintain peer-peer relationship mapping, and quarterly business reviews. Identify and resolve issues, escalate where appropriate. Become the go-to person and “trusted advisor” for business line executives and managers.

What You'll Need

• Proven success managing high growth, regional, technology-driven partnerships with typical deals above $250K USD.
• Entrepreneurial thinker with a bias for action. High energy with a positive disposition. Comfortable in working in fluid, fast paced environments. Self-starter and team player.
• Strong business acumen and change agent. Adept at identifying improvement growth opportunities, selling the vision while building interlock, and overcoming resistance to change.
• Executive presence. At ease presenting in small or large group settings, working with executives to GM level. Ability to manage relationships at all levels, both internally and externally.
• Excellent written and oral communication and collaboration skills. Multi-lingual skills highly valued.
• 3+ years’ experience in the process or manufacturing industries required.
• Prior experience with AspenTech’s or competitor’s product suite is highly valued.
• BS/BA or equivalent required; MS/MBA preferred.
• Flexibility to travel regionally (50-60%)