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Partner Account Executive - MCLA

Buenos Aires



Position Purpose:  The Partner Account Executive has principal responsibility for delivering against the revenue goals for the partner/s and for Partner relationships. This role is the strategic interface between Software AG and their partners.  Responsibilities include teaming with key partners and building out a business plan for the defined territory which will include target verticals and solutions, targeted revenue, enablement, joint lead generation and leading joint technology and services well as an action plan. The Partner Account Executive works closely with the global Partner teams and the broader sales organization to deliver their objectives.


Essential Job Functions


  • Lead the development of a Partner business plan. Build a plan with Partners to generate demand and project opportunities. Identify opportunities to partner in awareness and demand generation activities, either directly with the Partners or in partnership with other vendors in collaboration with the Partner.


  • Ensure successful execution of the partner business plan. Develop and manage relationships across functional areas including sales, product/service development, marketing and business development, ensuring the integration of Software AG offerings with the go-to-market initiatives.


  • Develop, win and maintain partner revenue by selling and advocating Software AG solutions “to”, “through” and “with” Partners.


  • Plan and manage go-to-market initiatives with the assigned partners, as well as market and partner enablement activities together with other Software AG departments as required. Build and execute broad and deep enablement plans and strategies that drive adoption of Software AG products and solutions.  Facilitate executive QBRs, joint executive alignment and other engagement activities.


  • Create an environment for Software AG success. Develop key Partner relationships, identify sponsors and nurture technical, alliance and sales relationships to ensure that Software AG is considered a critical strategic partner.


  • Evangelize Software AG products and solutions. Present and pitch to different teams and groups across the Partner organization to drive adoption, momentum and understanding of the Software AG capabilities.


  • Identify and advise direct account teams on new opportunities and facilitate reciprocal engagement with Partner client teams to leverage sales.


  • Work with Partner technical and commercial organizations, introduce, train and enable local sales and delivery teams.  As necessary, take responsibility for developing required go-to-market collaterals.


  • Introduce and drive new opportunities with Software AG sales.  Facilitate and manage engagement between the account teams from multiple organizations within a complex consortia environment.


  • Drive joint sales activities with re-sell partners.


  • Work with Software AG’s legal department to determine and negotiate the business terms & conditions for different types of partnering relationships.


  • Provide regular and accurate quarterly forecast to VP Partner Sales related to opportunities for the Partner accounts that he/she owns


  • Ensure that Partner information (Account and Opportunities) is accurately captured and updated in CRM system.


Skills and Experience


  • Proven extensive experience in Partner Management.


  • Previous experience as a Partner Executive, building, managing and leveraging key Partner relationships.


  • Documented track record of success in closing high value contract negotiations in complex environments.


  • Proven ability to recognize, analyse, and take action on go-to-market approaches, marketing programs, joint value propositions and business cases around strategic partnerships.


  • Able to manage teams, preferably within a matrix environment.


  • Experience and comfort level working with C- level executives at Fortune 500 companies and building relationships throughout organizations.


  • Experience of working with software field sales organizations - cross-functional influence, relationship building, and project management skills.


  • Strong business acumen and negotiation abilities.


  • Strong Leadership skills.


  • A team player.




  • BA/BS degree and familiarity with internet technologies, web portal initiatives and integration platforms is required.


Key Competencies


  • Account Management
  • Value Creation
  • Negotiation Skills
  • Relationship Building
  • Commercial Awareness