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Aspen Technology, Inc. Indirect Channels Director in United Kingdom

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

The Indirect Channels Director is responsible for driving revenue growth by developing and managing an Indirect Sales strategy that will create new opportunities within AspenTech's Growth Markets.

Your Impact

  • Meet or exceed growth market revenue goals through direct sales management of partners' sales personnel. Sales Management includes, but is not limited to, participation in Partners sales hiring, providing sales leadership to partner sales team, active engagement with customers/prospects and development of territory sales plans.

  • Engage with c-level Partner and Customer executives to understand the key business drivers within key industries.

  • Enable Channel Partners to compete by driving enablement of their sales and support staff to function in a self-sufficient manner

  • Develop a strong understanding of AspenTech's business initiatives and industry trends; understand the competitive landscape and market opportunities

  • Identify and recruit top partners of key competitors

  • Ensure Channel partners' profitability goals (license and services) are met

  • Assist in development of scalable, repeatable sales engagement model and drive rapid adoption of same by Channel partners

  • Develop a strong understanding of each Channel partners business, current strategic initiatives, industry trends and technology goals; be able to communicate same to customers, management and internal stakeholders

  • Effectively manage Indirect Sales pipeline; provide periodic updates as requested, deliver quarterly business reviews to VP in order to effectively track progress against stated goals

  • Engage with Product Marketing team to identify key industry trends, build go to market messaging to meet the needs of customers in identified locus markets and create effective customer communication materials

What You'll Need

  • BS in Engineering, Business or related field of study

  • Supply chain management sales experience preferred

  • Experience in a startup environment; strong entrepreneurial spirit, ability to drive significant organizational change, comfortable working in a fast-changing environment

  • Extensive combined experience in direct sales, direct sales management and partner management in enterprise application software organization

  • Comprehensive understanding of Professional Services organization metrics and measurements

  • Ability to drive sales with diverse group of Channel Partners whose average sales will range from $10K to $500K.

  • Ability to build consensus across multiple internal organization to achieve stated strategic goals of the Indirect Channel Organization

  • Proven experience in establishing and building executive level relationships with partners and their customers

  • Well versed in relevant technologies with a dear understanding of business models, the current marketplace, and industry trends

  • Superior listening and interpersonal skills

  • Strong problem solving, negotiation, and conflict resolution skills

  • Customer satisfaction-focused attitude

  • Excellent executive relationship development and management skills

  • Proven ability to work with minimal direction but promotes an open flow of information

  • Extensive travel will be required

While our impact on the world is big, we offer many of the advantages of a smaller organization. Every employee has a real opportunity to make important contributions that directly benefit our customers and drive our success.

AspenTech is thriving, thanks to our relentless focus on innovation and the dedication of our team of world-class experts who speak more than 10 languages and work in 30 different offices worldwide.

AspenTech is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to age, 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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