Partner Manager

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 RolePartner Manager will serve as the lead for implementing the alliance strategy, business plan, portfolio alignment and gap analysis, and relationship management. The successful incumbent will be responsible for leading all aspects of the alliance via a structured and programmatic approach, leveraging people and assets worldwide. Responsibilities include the enablement, financial performance, successful project delivery, joint marketing, joint sales model and go-to-market strategy, governance, and roadmap alignment / potentially co-innovation.
The objective of the role is to leverage the partnership to create successful business outcomes for AspenTech, the partners and our customers, with emphasis on expanding our market leading footprint in our “core” markets (energy, chemicals ) and high-growth verticals (Metals & Mining, Pulp & Paper, Power). This individual must exhibit strong, solutions-oriented leadership, with excellent organizational, collaboration, business judgement, and communication skills to influence outcomes via field teams worldwide.

Your Impact

• Alliance Formation:  Execute joint go-to-market strategies by managing key relationships, structuring the framework, operating, commercial and engagement models, and joint value proposition as part of a highly collaborative relationship model.
• Organizational alignment and program management: Identify and align critical functions, tasks and accountabilities required from key stakeholders to execute against a formalized alliance strategy and business plan.
• Competency development:  Facilitate understanding of AspenTech’s portfolio of solutions and impact on asset optimization, digital transformation, and value creation.   Ensure that partners build and maintain required competency levels through enablement programs.
• Portfolio management: Mapping AspenTech and partner’s offering portfolio; managing any competitive challenges via heat mapping and rules of engagement. Evaluate and identify key technology areas for co-development of enhanced digital solutions. Oversee the launch of new joint offerings solutions to gain awareness and adoption across the organization and with customers.
• Performance Management: Set and manage joint business planning, pipeline creation and analysis, program revenue and customer targets. Develop and manage to relevant metrics for the life cycle of the partner relationship. Adhere to AspenTech’s values in everything you do.
• Demand generation and pipeline management: With internal and external marketing organizations, ensure the creation and execution of a joint demand generation plan, including joint account plans, opportunity engagements, co-marketing and thought leadership. 
• Sales Alignment: Facilitate effective and self-sustained joint engagements between the partner, AspenTech’s Direct Sales organizations to drive license growth. Understand the various Business Units, their contracts and how they go-to-market, and execute a plan to extend the partnership influence across those groups as an additional sales channel.
• Governance: 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. Ensure sustained engagement across functions (technical, marketing, sales) up to ELT level. Establish regular cadence calls.
• Partner Advocate: Serve as the key advocate for the Partner externally to the organization, and within AspenTech. 

What You'll Need

• Proven success building and/or managing high growth/high potential, global, technology or alliances.
• Credentials in professional alliance management (e.g., ASAP certification) preferred. 
• Experience leading complex operational and strategic, technology-driven initiatives. Track record of strategic thinking and operational excellence.
• Experience in digital transformation, operational excellence, industry 4.0 related initiatives.
• 8+ years of experience in the process or manufacturing industries.
• Prior experience with AspenTech’s product portfolio or that of a competitor is preferred.
• Executive presence. At ease presenting in small or large group settings, working with executives to GM level, and fostering collaboration and trust to C-levels. Ability to manage relationships at all levels, both internally and externally.
• Strong collaboration and influence skills. Exceptional written and oral communication skills.
• High energy with a positive disposition. Comfortable working in fluid, fast paced environments. Self-starter.  
• B.S. in an engineering discipline required. MBA preferred.  
• Strong business acumen. Adept at identifying improvement large growth opportunities, selling the vision while building inter-organizational interlock, overcoming resistance to change, and innovative thinking.
• Flexibility to travel (30-50%).