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Partner Account Director-3

Santa Clara


  • We are the creators of the world’s first Digital Business Platform. Our mission is to make our customers’ digital transformation journey easier and faster.  We do this by connecting the world’s applications, data and devices without compromising existing investments. We deliver technology that works openly with the industry’s best solution providers—software that works everywhere and with everything. We enable our customers to get maximum value from big data, to make better decisions with streaming analytics, to achieve more with the Internet of Things, and to respond faster to shifting regulations and threats with intelligent governance and risk & compliance management.


  • The Global Channels & Alliances business is a major focus area for Software AG’s “Helix” strategy refresh program.  It is the intention of the Board to generate 30% of its license business through partners by the end of 2021.  Helix, specifically as it relates to Channels & Alliances will focus its efforts in 4 discreet areas of investment:


  • Simple & Self Service – our contracts, our enablement platform and our sales operations platform will be transformed to ensure that there is no friction in dealing with Software AG over our smaller newer competition.
  • License Revenue Focused – Whilst it remains important to support the Global System Integrators to ensure that we reach the delivery scale required to support “Successful Project Outcomes”, our focus within the team will be on those partners that help to generate license revenue with and for Software AG.
  • Attractive – We will relaunch our partner program to ensure that our partners are well rewarded in license margin based on their contribution.  We will also launch a Global Marketing Development Fund in 2019 which will fund the campaigns specific to the Partner’s solutions.  We will also operate a completely channel neutral compensation framework within Software AG to ensure the promotion of our Partners does not impact the direct salesforce compensation.
  • Moves the Needle - whilst the aspiration of the Board is to drive 30% of our revenue through Channels & Alliances by 2021, within the Global Team, we believe that this aspiration could be bettered.  We truly believe that focusing on net new platforms and channels like Hyper-Scale Vendors (Google, Amazon, Microsoft), Tech Alliances such as Dell and Siemens and VAR’s, there is no reason why the Channels & Alliances team can’t generate the same revenue as the direct sales force or more.
  • The role of the Alliance & Channels team is front and center when it comes to the focus of Helix in delivering sustainable profitable growth.  The importance of building and maintaining relationships with the Hyperscalers is front and center in Global Alliances & Channels.
  • As the Partner Account Director for [Hyperscaler], you will be a key direct report of the General Manager.  You will be responsible for all aspects of our commercial relationship, including but not limited to; revenue, pipeline, go-to-market planning and execution, strategy, C suite relationships.


The Hyperscalers by their very nature are global organizations, so your ability to and willingness to travel, your acceptance and understanding of many different cultures and your strengths in managing within our matrixed and global organization will be critical.


Strengths:The strengths you will bring to this role are:

  • Entrepreneur:
  • Drive; you are very self-motivated, pushing yourself hard to achieve what you want out of work & life.

Innovation; You approach things in ingenious ways, coming up with new and different approaches.

  • Self-belief; you are confident in your own abilities, knowing that you can achieve your goals.
  • Work Ethic; you are very hard-working, putting a lot of effort into everything you do.
  • Hunter:

Competitive; you are constantly competing to win, wanting to perform better and be the best you can be.

  • Persistence; you achieve success by keeping going, particularly when things are difficult.
  • Resilience; you take hardships in your stride, recovering quickly and getting on with things.


  • Catalyst; you love to motivate and inspire others to make things happen.
  • Persuasion; you enjoy bringing others round to your way of thinking and winning their agreement.
  • Rapport builder; you establish rapport and relationships with others quickly and easliy

Executive Presence:

  • Centred; you have an inner composure and self-assurance, whatever the situation.
  • Judgement; you enjoy making decisions and are able to make the right decision quickly and easily.
  • Personal responsibility; you take ownership of your decisions and hold yourself accountable.
  • Time Optimizer; you prioritize your tasks, in order to get the most out of whatever time you have available

Story Teller and Listener:

  • Explainer; you are able to simplify things so that others can understand.
  • Listener; you are able to listen intently to and focus on what other people say.
  • Narrator; you love to tell stories and understand the power of these stories to convey insights.



  • The employees are smart, friendly and welcoming
  • Free underground parking – never get wet or shovel snow
  • Health Insurance starts your first day on the job
  • Three weeks paid vacation & three weeks paid sick leave
  • 10 paid holidays (including a floating holiday and a community service day)
  • 401(k) Plan with up to 5% employer match
  • Business Casual office
  • Kitchen on every floor with cable TV – also, subsidized snacks & cold drinks


Software AG is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, age, religion, color, marital status, national origin, gender, gender identity or expression, sexual orientation, disability, or veteran status.


Click on the link to view the full EEO statement




















Nearest Major Market: San Jose
Nearest Secondary Market: Palo Alto

Job Segment: Account Manager, Manager, Sales Operations, Direct Sales, Sales, Management