CLIENT SUMMARY

Our client is a major player in the RPA space. They not only have a successful track record of driving business in the first few start up years in the UK, but has developed a strong foothold and reputation in the international market. As an international publicly listed software company headquartered in the UK, with global offices in London, USA, Japan, Australia and India, it is undergoing rapid expansion and is the market leader in the Robotic Process Automation (RPA) globally. 

Since its listing on the London Stock Exchange AIM market in early 2016, it has grown its customer base more than threefold with sales revenue, employee headcount and other business metrics also growing at an exciting rate. 

They operate a 100% indirect sales model, meaning that all deals are transacted through reseller partners, who range from global Systems Integrators such as Accenture, Deloitte, EY and IBM down to smaller, geographically specific, advisory and implementation partners.

 

About Robotic Process Automation

As the pioneer, innovator and market leader in RPA, they deliver the world’s most successful Digital Workforce.  The company’s software robots automate transactions and improve operational efficiencies while meeting the requirements of the most demanding IT environments, where security, compliance and scalability are paramount.  Providing a scalable and robust execution platform for best-of-breed AI and cognitive technologies, they have emerged as the trusted and secure RPA platform of choice for the Fortune 500.  

 

They want to further expand their geographical coverage through carefully selected Alliance and Channel partners as they build up their teams in EMEA, North America and APAC.

As the Alliances Director, you play a critical and new role in the business by driving essential third party relationships across North Asia.

 

RESPONSIBILITIES

  • You will be the primary relationship owner for all key partners  and to develop and execute the partner business plan.
  • Be responsible for recruiting, developing and maintaining partner contacts (at all levels) for both sales and delivery.
  • Understand the market landscape the partners operate in and able to identify each partner’s competitive strategy and ensure this knowledge is continually shared with team members and the Company stakeholders.
  • Work closely with the partners to identify, develop, forecast and manage more opportunities to achieve both the company’s and the partner’s revenue goal
  • Proactively drive awareness of the Company strategy and proposition at all levels across the partner with specific focus on developing  & influencing more commitment and RPA service delivery competency and capability within partners.
  • Drive, own and execute the company’s enablement programme within partner organizations.
  • Collaborate with Marketing to drive the maximum ROI from any partner marketing investment into demand generation campaigns and vertical market plans.
  • Conduct sales presentations to and in conjunction with partners to our mutual clients until they achieve self-sufficiency and handover relationships to appropriate sales and support team members as appropriate.

 

REQUIREMENTS

  • Strong experience in a commercial Partner/Alliance/Channel software sales environment with proven successes and ability to develop positive long term relationships with partners.
  • Excellent understanding of complex software solution sales cycle and a proven track record of successful solution selling across sales hunting (new business) and farming (account management).
  • Having a broad industry experience would be helpful e.g. enterprise, commercial, public sector BPO etc.
  • Able to identify resources or recruit a virtual team to support themselves and the partners.
  • Someone who is professional, mature and comes across as credible and with gravitas.
  • Able travel across North Asia for work

As a start-up company, we look for likeminded people who believe in our technology, products, mission and direction. Someone who is very passionate, energetic, determined, inquisitive and tenacious in order to build our business in North Asia, always focusing on results and thrive well in a fast pace, high pressure and challenging environment.

JOB ID: 1231

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