Regional Alliance Manager - Northeast

Job Description The Regional Alliance Manager (RAM) is responsible for achieving the Global Alliances, Industry and Cloud Ecosystem objectives with a regionalized priority, focus and strategy. The role ensures the commercial success of a sales region by managing a network of regional alliance partners, activating all partner types such as System Integrator, Technology or Consulting Partners. The RAM acts as an overlay with a Sales Account Manager for all commercial engagements.The major goals for this role are:Revenue growth with Regional Alliance Partners: Establish an improved partner approach that elevates the partnership that drive both value to the customer as well as value to AVEVA and offer specific benefits to these relationships. The regional strategy will determine what engagement type is applicable (e.g. Value-Added Reseller-VAR, System Integrator-SI, Independent Software Vendor-ISV). Drive OSIsoft Cloud Services (OCS): Responsible for building the regional alliance cloud ecosystem to support and drive OCS subscriptions and grow OCS consumption by working with alliances to make their application OCS ready. Partner Cloud applications are additional important drivers of OCS subscriptions. Win new Logos with Regional Alliance Partners: Winning new logos with Partners focusing the new business models for subscription, Cloud and Edge. Increasing our reach into adjacent and emerging markets, and new use cases. Continuously building new pipeline opportunities: Growing pipeline by executing a quarterly sales and marketing action plan with the nominated Regional Alliance Partners.Support partners end-customer sales engagements and activate company resources to help partners win Operations Portfolio business. Take ownership of key System Integrator (SI) partners in the region and build a trusted, well qualified and loyal Managed Partner base. A partner account plan for the sales engagement will be defined together with the Market Sales leaders and may include Reseller Partners, System Integrators and other regional alliance partners as needed by the region. The following key objectives are included:Achieve the annually defined individual KPIs in the assigned region ensuring a Market aligned and balanced approach for the key engagement areas outline above.Maintain updated salesforce records for weekly, monthly, and quarterly sales forecast and progress reporting on the regionally defined scope of work (QBP for Managed Partners). Maintain partner meeting records. Activity benchmarks (eg. number of calls, meetings, quotes, opportunities) are based on the managers guideline and can be adjusted quarterly.Build, manage and maintain an efficient network of well qualified and trusted Managed Partners that can deliver AVEVA project implementations and OCS applications in the region.Systematically recruit, enable and grow new partners and manage an annual business plan with nominated Managed Partners. Work in close alignment with the Market Leader to coordinate the sales engagement with the Account Managers.Drive a co-marketing plan with the partners to generate new business. Work with AVEVA''s Events Team and marketing to coordinate activities around related events. This includes events that may be sponsored by the partner and external industry/market events where AVEVA and the partner may participate together.Establish and grow high level, quality relationships with key stake holders at partners. Relationships at the director level and higher are required. Coordinate with the Partner Program Manager on partner engagements including; partner assessment, pre-onboarding and post-onboarding process, contracts, budgets, personnel and technology requirements. Implement, maintain, and control partner benefits.Work with the Partner Program Manager to document partner information and partner solution showcase and ensure that content is current, and that information is communicated to customers (internal and external).Support the partner in all aspects of business operations to ensure that AVEVA is easy to do business with. Assist with issue resolution and manage required escalations within the organization. Identify areas where more technical integration may be required.Review and validate AVEVA related content of the partners. Examples include website, case studies, and public presentations.Verify quarterly that AVEVA''s low touch engagements (email, newsletters, partner portal, banners etc.) are reaching the partner accounts. Create a network of relations within the partner to ensure multiple contact points (e.g. sales, purchasing, engineering and management contacts).Be able to fluently deliver the key value propositions of the AVEVA''s operations portfolio and cloud offering, within a 3-month period. Be able to present the sales pitch to your manager or others higher in the organization for validation. Be able to educate Partners of the value of the Operations portfolio in the context of their market goals.Be fluent with the AVEVA partner program and tools; salesforce, BI reports etc. available in the current program (or any future sales program). Be able to present the current Partner Program to your partners, manager or others higher in the organization for validation.Responsible for pro-active and self-sufficient engagement in region. Be flexible and swiftly react to changing business conditions. About AVEVA We are the makers of the PI System, the leading operations data management platform in essential sectors, such as power generation and utilities, water, oil and gas, mining, metals, manufacturing, pharmaceutical, facilities, transportation, food and beverage, and more. Every day, industrial professionals in 146 countries rely on the PI System to improve operational performance, protect health and safety, keep the lights on, and make the world run more smoothly. Learn more about how you can make a difference at . OSIsoft is now part of AVEVA, a global leader in industrial software, driving digital transformation and sustainability. By connecting the power of information and artificial intelligence with human insight, AVEVA enables teams to use their data to unlock new value. We call this Performance Intelligence. AVEVAs comprehensive portfolio enables more than 20,000 industrial enterprises to engineer smarter, operate better and drive sustainable efficiency. The company is headquartered in Cambridge, UK, with over 6,500 employees and 90 offices in over 40 countries. AVEVA is an equal opportunity employer and is an affirmative action employer. Adhering to our tenets, we are pathfinders, we are honest, and we respect people: our customers, partners, and especially our employees. We are committed to an inclusive workplace and accept applications without regard to race, religious creed, color, age, sex, sexual orientation, gender identity, gender expression or gender characteristic, national origin, religion, marital status, medical condition, physical or mental disability, military service or veteran status, pregnancy, childbirth and related medical conditions, or any other classification protected by federal, state, and local laws and ordinances. If you have a disability or special need that requires accommodation, please let us know. LI-WC1

Created: 2025-10-04