Aspen Technology, Inc. VP, Indirect Sales in Bedford, Massachusetts

Overview

The VP, Indirect Channel Sales will lead a global organization that sells AspenTech products through the Partner Ecosystem of Value-added Resellers. The ideal candidate will be a hands on, high energy and detailed-oriented individual that has successfully built and grown successful partner programs. This leader will be responsible for defining and executing the overall strategy and business plan for our global partner program growth that includes cultivating relationships with current partners, developing new channels and enhancing existing channel partnership programs.

This position will report to the VP of Global Partners. This is an excellent opportunity for someone who is passionate about the channel strategy and enjoys driving channel adoption. The ideal candidate will lead all aspects of partner relations from recruiting new partners to establishing and enriching existing partner programs to drive overall revenue. This role requires a hands on, lead from the front personality.

Responsibilities

  • Develop and execute a multi-faceted alliance and partner sales strategy across multiple regions.

  • Develop and define the vision and associated strategy and execution plans to achieve annual growth targets

  • Develop and cultivate relationships with key channel partners; monitoring all metrics and assuring the team meets both sales and key selling performance objectives

  • Drive overall partner revenues from both existing clients and new prospects through direct selling support, channel enablement, new partner on-boarding and partner sales/services support

  • Train and mentor a high performing channel sales team

  • Develop and leverage relationships with Resellers to position our solution for end customer sales.

  • Support Resellers to manage sales, negotiations, lead referrals and indirect sales activity.

  • Structure and negotiate partnership agreements with complex licensing or pricing options.

  • Develop detailed operational plans with partners to include sales targets, marketing materials and joint collateral.

Qualifications

  • Must have at least 15 years of experience in alliance management or partner/channel development roles in enterprise software companies. Experience building a Partner ecosystem around AspenTech products a plus, or hardware in the Oil & Gas or Chemicals industry.

  • Strategic leader with a proven track record of driving significant revenue results in rapidly growing strategic alliance and channel partner environment

  • Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from partners, customers, sales, functional and technical management;

  • Strong interpersonal and communication skills with executive presence

  • Strong management and motivational skills required to lead and train staff

  • A demonstrated team player and leader of high performance teams

  • Demonstrated ability to deliver results under pressure and adapt to changing business requirements; to plan, organize and manage multiple priorities

  • Bachelor’s Degree required, MBA a plus

  • This job requires domestic and international travel up to 50% of the time

EEO Statement

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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Req # 9833

# of Openings 1

Job Posting Category Sales/Pre-Sales