About Automation Anywhere

Ready to make an impact on the global automation revolution? McKinsey Global Institute ranked - automation of knowledge- work as #2 in their top 12 disruptive technologies that will transform life, business, and the global economy. Automation Anywhere is the market leader in driving the adoption of robotic process automation technology across leading Fortune 1000 and other companies across more than 90 countries. At Automation Anywhere, we are passionate in our belief that Digital Colleagues will free people to create, think, discover, and ultimately build great companies.

- Automation Anywhere is the leader in Robotic Process Automation (RPA), the platform on which more organizations build and scale world-class Intelligent Digital Workforces. Automation Anywhere's enterprise-grade platform uses software bots that work side by side with people to do much of the repetitive work in many industries. It combines sophisticated RPA, cognitive and embedded analytic technologies. Over 1,400 organizations use this AI-enabled solution to manage and scale business processes faster, with near-zero error rates, while dramatically reducing operational costs. Automation Anywhere provides automation technology to leading financial services, insurance, healthcare, technology, manufacturing, telecom and logistics companies globally. For additional information, visit www.automationanywhere.com.

The Role

Our partners are the world's leading consulting firms, service providers and automation service specialists. As an Alliance Manager, you should have a proven sales record of working with Partners in India to build joint go-to-market plans that lead to successful software sales to Enterprise clients.

You are comfortable working in partnership with global Advisory firms such as Accenture Deloitte, EY, KPMG and PwC as well as regional system integrators and specialized value-add partners. You are comfortable leading sales efforts and evangelizing the new digital workforce to their clients. Partners will expect you to champion the innovative power of RPA to make organizations more productive and collaborative. With a passion for automation, you will be leading efforts to show how RPA can transform Enterprises and entire industries by automating and integrating complex processes.

The role is based out of Mumbai.

Job description - Alliance Manager

The individual is required to work closely with the sales teams of both the organizations, position AA offering and responsible for driving Pipeline and Wins. The role demands high levels of commitment, energy to continuously build on the partner relationships with disciplined approach to practice sales.

- The Alliance Manager will be the point of contact for the managed Alliance (one of the Big 4 IT Advisory Firms in India)

- The person will be responsible for managing the Capacity and Capability of the Alliance partner (Number of people trained in AA offerings covering Sales/Pre-Sales/Delivery)

- The person will drive business from the managed partner against a defined quota

- The person will proactively engage with cross functional groups of the Partner to ensure that Automation Anywhere is the platform of choice for their projects/opportunities.

- The person will drive a business outcome selling approach by consulting with Partner teams about how AA solutions can impact their customers business.

- The person will identify White Space with the Partner Team for Proactive Selling.

- The person will influence and communicate at all levels of an organisation

- The person must be extremely articulate with excellent presentation skills and comfortable presenting in front of senior level partner audiences and able to influence their decisions

- The person must be good at Relationship Building & Influencing Skills

- Person will be responsible to update opportunities in SFDC/CRM on a weekly basis thus aiming for accurate sales prognosis.

Additional responsibilities include leading discussions with partner/customer business decision makers regarding ROI and business outcomes, and effectively helping the partner field team close large deals. While the candidate is not expected to be an expert in all areas, it is critical for success that the candidate can quickly identify the key needs and opportunities and proactively secure support for targeted initiatives with key stakeholders, and then build and manage a virtual team to success.

Definition of Success

- # Sell Thru Wins

- Sales Pipeline ($ amount)

- # New Logos

- # Joint Engagements

- # Trainings, Workshops

Requirements

- Graduate with a flair for Technology; MBA or Advanced Degree preferred.

- 10+ years in IT/ITES, Software or Industry Sales/Alliance Management

- Experience managing Consulting Firms and Indian or Global SI

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