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Partner Account Executive

Sao Paulo
BR

Position Objectives:

The Partner Account Executive has principal responsibility for delivering against the revenue goals for our partners organization in South America (excluding Brazil). This role is the strategic interface between Software AG and their partners in this region. 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 initiatives, as 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.

 

About the tasks and responsibilities:

  • Actively participate in the development of a Partner business plan.
  • Work in 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.
  • 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. 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.
  • 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.

 

About you:

  • Extensive experience in Partner Management in South America, building, managing and leveraging key Partner relations.
  • Proven track record of success in closing high value contract negotiations in complex   environments.
  • Ability to recognize, analyze, 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.

 

Education:

·           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

 

Culture:

We have an open-minded culture where you have the freedom to “be your best you”. You’ll have opportunities for international collaboration on top of a comprehensive training and development program that encourages professional growth. We are in an innovative market and offer future-proof products. Most importantly, an overall a pleasant team-oriented working atmosphere.

This is a fast-paced environment - we are looking for smart, high energy candidates who are driven to make a big impact and who want to work alongside a growing team. We collaborate often so you must be team player! The perfect candidate will thrive on the prospect of taking on new challenges and helping Software AG increase its leadership in the digital transformation marketplace!

 

About the company:

Software AG (Frankfurt MDAX: SOW) reimagines integration, sparks business transformation and enables fast innovation on the Internet of Things so you can pioneer differentiating business models. We give you the freedom to connect and integrate any technology from app to edge. We help you free data from silos so it’s shareable, usable and powerful - enabling you to make the best decisions and unlock entirely new possibilities for growth. Software AG has nearly 5,000 employees and is active in 70 countries.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


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