Sr. Alliance Manager

2 days ago

Houston, Texas, United States Aspen Technology, Inc. Full time

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 an innovative and high achieving Sr. Alliance Manager to lead our North American partnership with Emerson. The individual will serve as the regional strategic interface for developing and executing upon an alliance strategy, joint business plan, solution offerings, and relationship management. The successful candidate will be responsible for leading all aspects of the alliance via a structured and programmatic approach, leveraging people and assets from both companies while considering regional market trends, customer needs, and partnership business objectives. Responsibilities include leading successful regional collaboration, financial performance, business planning, local governance/peering, technical and sales enablement, joint marketing and go-to-market execution.

The objective of the role is to leverage the partnership to create successful business outcomes for AspenTech, Emerson 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.

The ideal candidate will inspire teaming and trust with internal and external stakeholders and align their program and execution to AspenTech and Emerson's growth strategies. Lastly, candidates should have qualities of a "partner evangelist" - the ability to represent the partner's impact to clients from the implementation/integration of AspenTech solutions; to sell competitively from real-world experience in the space; and to develop deal strategy and execution plans in conjunction with the field sales teams.
Your Impact
  • Alliance Formation: Execute go-to-market strategies by managing key relationships, structuring the framework, operating, commercial and engagement models, and joint value proposition.
  • Organizational alignment and program management: Identify and align critical functions, tasks and accountabilities required from key stakeholders to execute against an established alliance strategy and business plan.
  • Strategic alignment: Facilitate mutual understanding of partnership portfolios and their potential impact on customer solutions or strategic themes such as asset optimization, digital transformation, energy transition and sustainability, and value creation.
  • Competency development: Ensure that Emerson and its partners build and maintain required competency levels and leverage AspenTech's recommended service delivery methodologies for achieving operational excellence. Facilitate introduction and integration of AspenTech's partner ecosystem to supplement regional services capabilities.
  • Portfolio management: Gain adoption of AspenTech solutions in the region.
  • Performance Management: Set and manage joint business planning, pipeline reporting, demand generation, campaign execution, program revenue and customer targets. Develop and manage relevant metrics for the life cycle of the partner relationship.
  • Strategic marketing: Participate in the execution of a co-marketing plan, partnership promotion, and thought leadership.
  • Organizational Alignment: Facilitate effective and self-sustained engagements between the partner technical, sales, marketing, business units and executive leadership teams.
  • Governance: Maintain peer-peer relationship mapping, and quarterly business reviews. Identify and resolve issues, escalate where appropriate. Become the "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 a key advocate for Emerson externally to the organization, and within AspenTech.
What You'll Need
  • Bachelor's degree in an engineering discipline or IT
  • 5-10 years of relevant experience
  • Proven success in building and/or managing technology-driven alliances.
  • Experience leading complex operational and strategic initiatives. Track record of strategic thinking and operational excellence.
  • Prior experience with digital technology and OT software in the process/manufacturing vertical markets
  • At ease participating in small or large group settings, working with executives to GM level, and fostering collaboration and trust with all levels of the Partner organization.
  • Strong collaboration and influence skills. Exceptional written and oral communications
  • High energy with a positive disposition. Comfortable working in fluid, fast paced environments. Self-starter.
  • Strong business acumen. Adept at identifying improvement and growth opportunities, building inter-organizational interlock, overcoming resistance to change and innovative thinking.
  • Prior experience with AspenTech's product portfolio or that of a competitor is preferred.

#LI-WJ1

AspenTech is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status or any other basis protected by federal, state, or local law.

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