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AVEVA · 2 days ago

CONNECT Partnerships Manager

San Leandro, CA

Full-time

Hybrid

Mid, Senior Level

$123K/yr - $205K/yr

5+ years exp

AVEVA is a global leader in industrial software, creating software trusted by over 90% of leading industrial companies. The CONNECT Partnerships Manager is responsible for scaling indirect revenue through channel partners, Managed Service Providers, and strategic alliances, while operationalizing AVEVA’s emerging Alliance strategy in-region.

ChemicalComputerData MiningElectronicsIndustrial ManufacturingInformation TechnologySimulationSoftware

H1B Sponsor Likely

Responsibilities

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

Qualification

Partner ManagementChannel SalesBusiness DevelopmentSaaS KnowledgeCommercial AcumenProgram ManagementTechnical IntegrationBuilder MentalityCommunication SkillsSelf-Starter

Required

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

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

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

Benefits

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

Company

AVEVA

Glassdoor3.9

AVEVA is an engineering IT software provider to plant, power, and marine industries.

Founded in 1967

Cambridge, Cambridgeshire, GBR

5001-10000 employees

http://aveva.com

H1B Sponsorship

AVEVA has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)

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2021 (2)