CONNECT Partnerships Manager

AVEVA-posted 2 days ago

Full-time • Mid Level

Hybrid • Lake Forest, CA

5,001-10,000 employees

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The Regional Partner Manager is a critical go-to-market role within AVEVA’s CONNECT Platform GTM team, responsible for scaling the indirect revenue engine across Channel partners, Managed Service Providers (MSPs), and strategic Alliances. As AVEVA transforms toward a cloud-native, data-centric business with CONNECT positioned as a strategic growth platform, this role spearheads partner-led pipeline generation, accelerates partner-sourced/partner-attached deals, and operationalizes AVEVA’s emerging Alliance strategy in-region. You will blend channel program development, partner enablement, joint selling, and strategic business development, acting as the executor of strategy between AVEVA’s distributors, MSP partners, and major technology alliances. This role is ideal for a partner-oriented SaaS GTM leader who can build ecosystems, operationalize partner motions, and guide partners through their first CONNECT wins while establishing repeatable playbooks for scale.

Channel Enablement & Scale Serve as the primary regional interface for CONNECT within AVEVA’s Channel ecosystem, working with distributors and resellers to build CONNECT competency and pipeline.
Deliver targeted partner enablement: product training, value-based sales coaching, demo readiness, and deal-qualification frameworks (e.g., MEDDPICC-lite for Channel).
Support active sales cycles with priority distributors by co-selling, guiding opportunity shaping, helping partners close their initial CONNECT deals, and building their ability to independently execute (teach them to fish).
Operationalize in region scalable Channel programs, including onboarding, certification pathways, playbooks, SPF/MDF programs, and joint marketing campaigns provided by Solution providers leadership.
Track partner performance: pipeline creation, win rates, forecast health, and overall Channel contribution to CONNECT ACV.
Drive regional momentum for the CONNECT MSP program.
Identify new MSP candidates, support onboarding, and accelerate existing MSPs toward revenue impact.
Deploy, monitor and support CONNECTED OEM Campaign via Channel Partner with Channel to shorten MSP sales cycles, remove operational friction, and coordinate technical, commercial, and legal workflows.
Work with MSPs to define packaged CONNECT offerings, use-case templates, billing models, and repeatable deployment patterns.
Support MSPs’ first customer acquisitions, helping them build their own flywheel of CONNECT adoption and expansion.
Monitor MSP pipeline, renewals, and customer success indicators to ensure predictable growth from each partner.
Champion CONNECT within strategic Alliance partners (e.g., hyperscalers, data platforms, OT/IT integrators), ensuring CONNECT is positioned as a preferred or co-sell-aligned solution.
Operationalize Alliance motions in-region - developing joint account strategies, partner-facing value propositions, technical integration narratives, and field enablement content.
Build cross-regional coordination mechanisms with Alliance HQ teams to ensure alignment on messaging, incentives, and joint GTM priorities.
Identify, shape, and progress Alliance-attached opportunities that leverage CONNECT’s interoperability with ecosystem products (e.g., data lakes, AI/analytics platforms).
Track and influence regional Alliance KPIs, including co-sell pipeline, marketplace traction, and strategic account wins.
Capture lessons from Channel, MSP, and Alliance engagements to refine CONNECT’s partner strategy, program design, commercial models, and enablement materials.
Provide structured feedback loops into Product, Sales Ops, Marketing, and the broader GTM organization to strengthen partner motions and accelerate scale.
Contribute to defining AVEVA’s future Partner GTM playbooks, including segmentation, incentives, operational workflows, and success metrics.

5+ years in Partner Management, Channel Sales, Alliances, or Business Development roles for a B2B SaaS, Cloud, or Data Platform company.
Demonstrated success building and scaling revenue through partners—preferably across Channel distributors, MSPs, and strategic Alliances.
Experience designing or running partner programs (enablement, certification, marketing, co-sell, incentives).
Ability to coach partners on value selling, qualification frameworks, and deal execution.
Strong commercial acumen with experience supporting or leading complex sales cycles.
Ability to support early-stage deal execution with partners (joint discovery, solution framing, negotiation alignment).
Familiarity with enterprise selling frameworks such as MEDDPICC, Challenger, or Command of the Message.
Ability to understand and articulate SaaS, data platform, integration, and cloud deployment concepts—enough to guide partners through positioning CONNECT against alternatives.
Proven ability to operate in matrixed organizations and drive alignment across Sales, Product, Marketing, and Services.
Strong program management skills—able to define operating mechanisms, measure performance, and scale repeatable processes.
Excellent communication skills with the ability to enable, motivate, and influence both internal teams and partner organizations.
Builder mentality—comfortable creating structure from ambiguity and scaling motions from zero to repeatable.
High ownership, bias for action, and comfort with an incubation-stage product and GTM model.
A self-starter who can operate autonomously while keeping stakeholders aligned.

Experience supporting OT/IT, industrial SaaS, or data/AI ecosystem partnerships a strong plus.

Flex work hours
20 days PTO rising to 25 with service
three paid volunteering days
primary and secondary parental leave
well-being support
medical
dental
vision
401K

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