Director Global Alliance EMEA

Aras is a leader in product lifecycle management (PLM) and digital thread solutions. As one of the fastest growing PLM companies, our technology enables the rapid delivery of flexible solutions built on a powerful digital thread backbone and a low-code development platform.

Our platform and PLM applications connect users in all disciplines to critical product data and processes across the lifecycle and throughout the extended supply chain. The world’s largest manufacturers are leveraging Aras Innovator to manage their complex product lifecycles to improve production timelines, meet and exceed revenue growth targets, and accelerate innovation. We collaborate with companies in some of the most innovative industries, including automotive, industrial/heavy equipment, aerospace and defense, and high-tech electronics.

We are seeking an experienced and results-driven Europe Global Alliance Director  EMEA to lead and expand our partner ecosystem across the EMEA region. This strategic role focuses on driving indirect sales through Value Added Resellers (VARs) while also handling direct sales when needed. The successful candidate will manage a team, develop channel strategies, and collaborate across regions to achieve ambitious growth targets.

Key Responsibilities include:

Develop Aras Channel and lead Aras Innovator sales through indirect Value Added Resellers in Europe and India as well as handle direct sales (when warranted).

·        Manage Channels Manager for Europe

·        Work with Channels Manager and direct sellers to Identify and recruit new VARS for the geography

·        Working with Channels Manager

o   On board New Partners – contracts, portal access, training access, introductions to ARAS, etc

o   Lead joint partner planning process that includes mutual performance objectives, financial targets, and critical milestones.

o   Tracks partner KPIs and performs quarterly reviews

o   Partner Dev & Upskilling- Plan with Partner

o   Handles contractual matters – new/renew contracts.

·        Ensure partner compliance with partner agreements

·        Collaborating with and supporting the EU Partner Territory Management team as well as partners in activities to build pipeline and progress opportunities

·        You will build and lead and be responsible for creating and executing a business plan for partner sales that support Aras to successfully implement projects to increase revenue, customer retention and brand awareness

·        Work closely with colleagues from headquarters and coordinate joint activities and strategies to drive success and growth in Europe

·        You have the ambition to measure yourself against predefined goals and to achieve them

·        Work with the corporate team to define, design and regionally deploy content that will inform the spectrum of sales tools and collateral (PowerPoint presentations, datasheets, white papers, customer case studies, playbooks, demos, and training materials) to communicate the value proposition of Aras in regions

·        Analyze and understand partners' approach to formulate ideas and approaches to optimize the sales process across different customer segments and personas and motivate partners to act in the spirit of Aras

·        Establish plans and forecasts together with each partner

·        Introduce new ideas, channels, and tactics to help scale regional business

·        Align with corporate teams to ensure consistent branding and messaging

·        Collect regional input/feedback re-messaging, segmentation, solution areas etc. from the partners and feedback to corporate team to adjust programs and messaging accordingly

·        Disciplined use of the internal tools like company CRM and Pricing tools

 Experience & Education:

·        Undergraduate University degree, preferably in Business, Engineering, Computer Science, or Economics. An MBA, graduate degree Business, Engineering, Economics are considered a major plus. Fluent English both verbal and written mandatory in addition to one or more language would be a plus

·        Considerable channel management experience in an enterprise, subscription-based solution environment to targeted industries

·        At least 3-5 years of proven sales experience in fast growing software businesses in an ARR subscription environment

·        Management and Leadership – Strong management and leadership skills. Ability to motivate, assemble, direct, coach and coordinate with partner teams across Europe.

·        Strong Channels Management background in engineering, manufacturing and deep understanding of the PLM market

·        Proven track record in building and leading a successful partner network

·        Demonstrated experience in European region.

·        Proven work experience with an ideal mix of strategic, technical (product management, technical marketing) and business (consulting, field marketing, sales, and/or channel) background

·        Strategic, creative, and disciplined individual who enjoys having a strong role in the development of strategy while being able to execute consistently