Channel Sales Manager

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 were recognized as a leader in The Forrester Wave™: Product Lifecycle Management for Discrete Manufacturers, Q1 2023 and were also named a leader in the 2023 SPARK Matrix for PLM by Quadrant Knowledge Solutions. Feedback from our community has established Aras as the top ranked PLM vendor in online review services like G2 and Gartner Peer Insights.  

With over 700 employees in 11 countries, we’re looking to add to our incredible team. If you’re passionate about helping develop next generation product innovation, we encourage you to apply!  

Reporting to the Director of Channel Sales this role will be responsible for managing relationships with our channel partners and driving sales from initial conversation to close.

Key Responsibilities include:

• Pipeline and Sales
  • Lead, collaborate with, and support the North America Partner Territory Management team as well as partners in activities to build pipeline, progress and evaluate opportunities, and secure closes with partners.
  • Establish plans and forecasts together with each partner
• Increase VARs Sales Capacity
  • Identify and recruit new VARS for the geography
  • On board New Partners – contracts, portal access, training access, introductions to ARAS, etc
  • Lead joint partner planning process that includes business plan, mutual performance objectives, financial targets, and critical milestones.
  • Partner Dev & Upskilling- Plan with Partner
• Administrative and Operational
  • Tracks partner KPIs and performs quarterly reviews
  • Handles contractual matters – new/renew contracts.
  • Ensure partner compliance with partner agreements
  • Maintain the internal tools like MyInnovator and Salesforce (CRM)
• General / Other
  • 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
  • Introduce new ideas, channels, and tactics to help scale regional business

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 years of proven Direct and Indirect Sales experience in fast growing SaaS software businesses in an ARR subscription environment
• Leadership – Strong leadership skills. Ability to motivate, assemble, direct, coach and coordinate with partner teams across NA.
• 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 NA, Global experience a plus
• 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
• Travel is required, ~20%

Aras is an Equal Opportunity Employer.

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