Partner Account Manager

About Us

Automation Anywhere is a leader in AI-powered process automation that puts AI to work across organizations. The company’s Automation Success Platform is powered with specialized AI, generative AI and offers process discovery, RPA, end-to-end process orchestration, document processing, and analytics, with a security and governance-first approach. Automation Anywhere empowers organizations worldwide to unleash productivity gains, drive innovation, improve customer service and accelerate business growth. The company is guided by its vision to fuel the future of work by unleashing human potential through AI-powered automation. Learn more at www.automationanywhere.com

Automation Anywhere has earned an industry leading reputation for the excellence of our products, solutions, and our ability to understand and meet the specific needs of our customers. As our customer base expand, we require an enthusiastic and talented Partner Account Manager to support our sales and development strategies and contribute towards our sales activities & efforts. 

This role will be a key in supporting that reputation by expanding sales volume and market awareness of our products and expertise, managing projects and relationships with customers, and drives partner sales business.

Responsibilities:
 

Scope of role:

• Reports into the FOU leader with a dotted line to VP Partners, APJ.
• Hybrid Partner Account Manager “H-PAM”
  • New Business “NB” AE IQC &
  • Partner Account Manager Overlay “H-PAM”
• The “H-PAM” role is 60% (Base) & 40% (Commission) split compensation structure.
  • 50% of 40% i.e. 20% is New Business Individual Quota Carrying “IQC” &
  • 50% of the 40% i.e. 20% is New Business + Upsell Business “Overlay”
• Lead and close unassigned “NB” sales target account pursuits towards NB IQC target.
• Lead engagements across the “Partner ecosystem” including GSIs, RSIs, Distribution, VARs, Boutique, Hyperscaler (AWS, GCP) and technology partners (ISVs), see HERE.
• Work with the FOU “Pre-Sales” teams to ensure partners as enabled to sell and position AAI solutions via the AAI accreditation certifications in line with the Automation Anywhere “Pinnacle Partner” program HERE.
• Maintain a weekly cadence with the FOU “Focus Partners” in Japan as outlined HERE to manage pipeline generation and pipeline maturation progress to meet and exceed both (1) NB IQC and (2) NB & Upsell Overlay targets.

New Business IQC:

• Align with Japan focus partners to build pipeline and mature pipeline to closure in the “H-PAM” “unassigned” territory that includes AAI “Ideal Customer profile”, “ICP” target accounts (i.e. accounts where there no AAI AE assigned) to meet and exceed the “H-PAM” “IQC” New Business quarterly target.

• New & Upsell Overlay:
  • Support the Field Operating Unit (FOU) sales leadership, Enterprise Account Executives, Pre-Sales, Customer Success Management and cross functional teams to map “best fit” partners to end user accounts leveraging “best fit” route to market “RTM” of either (1) Sell Through (Resell) (2) Sell With (Co-Sell) (3) Sell To (BPO/MSP) or joint RTM with Hyperscalers (e.g. AWS Consulting Partner Private Offers “CPPO”) to meet and exceed the FOU New & Upsell quarterly targets.

Renewals:

• Work with the AAI Renewals and Customer Success teams to identify either existing partners “i.e. Partner of Record” or new partners where previously sold direct or end user requires a change in partner, to ensure no “contraction” (i.e. reduction in existing spend) of renewals business, whilst driving upsell in a ‘Renewal & Upsell” or “Cross Sell” motion with partners.

Partner Go To Market (GTM)

• Conduct on-site and remote partner and customer meetings to include Automation Anywhere sales pitch presentations and leverage Pre-Sales as needed for pilots, PoCs and demos to progress marketing qualified leads.
• Work with Japan focus partners to drive New business and Upsell business Deal Registrations to meet and exceed quarterly sales pipeline generation and sales pipeline maturation targets to ensure appropriate sales targets coverage in line with New and Upsell business target coverage multipliers.
• Lead through leadership with partners by attending or leading partner advisory boards, partner networking, roundtables and / or tradeshows and other events to develop leads.
• Conduct standard and custom partner product demos and answer technical Q&A.
• Managing and interpret customer requirements - speaking with clients and partners to understand, anticipate and meet their needs.
• Interface with partner and client technical teams to present our product architecture, engage in solutioning discussions customized to the client and overcoming technical objections, if any.
• Lead partner negotiations and proposals, including contract terms and conditions to meet both client, partner and company needs
• Collaborate with AAI and partner sales engineers to manage and execute Proof of Concept exercises where the sales engineer will go onsite to build a Bot (i.e., process automation) live in front of the client automating one of the client’s processes using their systems in a test environment.
• Support partner led RFX responses coordinating with our RFX team, sales engineers, products team and services team as required.
• Coordinate closely with technical support, engineering and service resources to align solution design with partner’s and client’s business requirements.
• Work closely with key management team to ensure product success and define future roadmap.

Requirement

• Demonstratable experience working and managing a partner ecosystem in a SaaS or IT market segment.
• Experience in full sales cycle working both directly and indirectly via a partner ecosystem to meet and exceed quarterly sales targets.
• Experience managing partner governance and cadence including partner planning, QBRs, EBCs and weekly pipeline reviews to deliver foundational business outcomes.
• Thorough knowledge of consultative selling including prospecting, qualifying, objection handling and closing through a partner ecosystem.
• Knowledge of enterprise software architecture and technologies
• Knowledge of business process management
• Excellent track record in meeting sales targets/quotas from an IT product company.
• High energy with the ability to excel in an entrepreneurial, fast changing environment

• Experience and knowledge of working with channel partners and have a good network in the industry

• Technical depth with the ability to communicate effectively with both technical and non-technical stakeholders
• Computer knowledge including proficiency with software applications including Salesforce
• Degree qualified preferred
• Experience with RPA and/or in related fields of automation technologies preferred

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