ISV Partner Manager

  • Automationanywhere
  • Nov 10, 2019

Job Description


Where do you fit?      

The Inside Sales Representative (ISR) - Direct Sales is a specialised Inside Sales role designed to operate as an essential part of either a vertical or geography-focused field sales team.  The ISR will be aligned to one or more field sales teams (referred to as PODs) to accelerate revenue generation through acquisition of net new logo accounts in the upper-medium and largest, market segments.  While some exceptions may arise, this will normally be companies with a minimum of 2,000 employees.  This role requires the ISR to be heavily involved with the initial stages of the sales cycle from initial MQL follow up, through initial demo, and on to successful POC.  During the later stages of the sales cycle (post-POC) the ISR will take a background/supportive role while the Field Sales Rep will be primarily responsible for negotiations and closure.

Impact you will make in the role: 

  • Engage prospective customers and create a compelling understanding and differentiation of the AAI solution set
  • Verify and validate customer needs and deliver effective presentations including company and product briefings
  • Deliver effective functional product demonstrations to qualified prospects which include the creation of bots and a deep understanding of all product components
  • Gain an understanding of the decision criteria, decision making process, competitive landscape, ROI requirements, timing, and approval process of prospective customers with the goal of winning new business
  • Initiate and engage appropriate resources to conduct and conclude successful Proof of Concepts (POCs) for well qualified opportunities
  • Meet or exceed all sales revenue goals and activity metrics assigned
  • Build and maintain a comprehensive understanding of all aspects of the AAI digital workforce solution including product functionality, professional services and training offerings
  • Build and maintain expertise in RPA, cognitive, and AI industry trends and topics
  • Build and maintain a comprehensive understanding of competitive offerings and clear points of AAI differentiation
  • Build and maintain awareness of the AAI Channel Partner network and actively engage them when appropriate
  • Maintain comprehensive and accurate records in SFDC which document all activities and opportunities
  • Provide accurate and timely sales forecasts

Expertise you will bring in:

  • Effective combination of both selling skills and technical acumen
  • Prior sales experience in a high-tech environment is greatly valued, although not 100% required
  • Inquisitive nature and quick to learn new concepts and technology
  • Passion for leading edge technology
  • Experienced, confident and effective in engaging prospects and delivering compelling and credible presentations and demonstrations
  • Excellent “remote” presence meaning excellent at communicating via phone and by remote demonstration methods such as Skype for Business, Webex, Zoom, etc
  • Detail oriented and able to manage a complex and lengthy sales cycle
  • Committed, enthusiastic and able to thrive in a fast pace and, at times, demanding environment
  • 4-year university or accredited college degree required. IT, Engineering, Business degrees preferred but not required
  • Able to operate effectively in a teamed environment
  • Fluency in German and English

Key Metrics:

  • MQL to opportunity (OPTY) conversion rate
  • OPTY to successful Proof of Concept conversion rate
  • New Logos

What’s on offer:

  • Highly competitive salaries
  • Thriving industry – RPA is the fastest-growing segment of the global enterprise software market (Gartner, June 2019)
  • Start-up environment with many opportunities to grow and develop
  • Modern office with flexible working possibilities
  • 30 days holiday
  • Company private pension contributions and insurances
Location: Munich, Frankfurt or Zurich