Contact Center TAP ISV Solutions Director

REMOTE ROLE: Blue Prism is looking for a Technology Alliance Program (TAP) Alliance Director who will be accountable to drive a regional strategy for the top alliance partners Blue Prism requires to win in the Intelligent Automation market.

About SS&C Blue Prism

SS&C Blue Prism is the global market leader in software robotics, and the pioneer of Robotic Process Automation (RPA) as a new and emerging software category. Using Blue Prism, many leading Blue-Chip organizations are delivering significant productivity improvements by transitioning back-office processing work to a Virtual Workforce, driven by Blue Prism software robots.

Global expansion has seen the business developing rapidly, with major customers and partners increasing significantly and at a pace. As the pioneers of Robotic Process Automation, we are now positioned as the thought leader in the sector.

Now developing revenues and geographic coverage globally through carefully selected Alliance and Channel partners as well as continuing with the direct sales model, we are building out our teams globally and looking for evangelistic personalities to be part of our business as we scale.

About Robotic Process Automation

As the pioneer, innovator and market leader in RPA, Blue Prism delivers the world’s most successful Digital Workforce. The company’s software robots automate transactions and improve operational efficiencies while meeting the requirements of the most demanding IT environments, where security, compliance and scalability are paramount. Blue Prism provides a scalable and robust execution platform for best-of-breed AI and cognitive technologies and has emerged as the trusted and secure RPA platform of choice for the Fortune 500.

Your Opportunity:

As a member of the growing Technology Partners Alliances team, you will drive key strategic relationships across the region.

• Act as a solution and domain expert (Subject Matter Expert) in Contact Center automation solutions that include Blue Prism products such as Service Assist, and technology alliance partnerships to drive pipeline growth and successful deal closure for Contact Center related solutions working with Direct Sales, Pre-sales engineers and go-to-market partners enabling them for success.
• Deliver successful presentations to end-clients and go-to-market partners that promotes progression in sales stages towards a decision.
• Develop best practices for Contact Center selling including refining competitive win approaches, selling tactics, solution differentiation
• Capture market requirements and competitive trends to inform the Blue Prism roadmap for Contact Center related products
• As a secondary responsibility, act as a relationship owner for key technology alliance partners related to Contact Center solutions

• Recruit, develop and maintain partner contacts (at all levels) for entire partner organization, across their business from development to sales to marketing and delivery.
• Development and execution of the partner business plan for those selected Contact Center related Technology partners
• Develop an understanding of the technology partners’ products, the markets the partners operate in, and each partner's own competitive and go-to-market strategy.
• Ensure this knowledge is continually shared with team members and Blue Prism stakeholders.
• Actively promote a program to develop integration opportunities for Blue Prism’s software within the software solutions owned and sold by the partner, including integration into their delivery services and sales and partner channels. increase commitment to Blue Prism’s Robotic Automation software and design methodology for partner’s service delivery competency and capacity.
• Drive requirements for the Technology Alliance Partner program into program executive leadership, partner marketing and head of technology for Blue Prism.
• Proactively drive awareness of the Blue Prism strategy and proposition at all levels across the partner.
• Train and continue to educate partners’ value proposition, working agreements, engagement models and opportunities to up-sell around partners’ solutions to appropriate sales and support team members.

• Work with Marketing to drive the maximum ROI from any partner marketing investment into demand generation campaigns and go-to-market plans for Contact Center related solutions.
• Work closely with the partner to negotiate Technology Partnership commercial arrangement, including reselling opportunities, joint marketing, joint value proposition and forecasting & management of inbound revenue and opportunities to achieve the partner's revenue goal.
• Conduct sales presentations as necessary to and in conjunction with Blue Prism sales, pre-sales, partners and their partner ecosystems as well as to Blue Prism’s mutual clients until they are fully enabled and achieve self-sufficiency in Contact Center solutions.
  

Key Skills Needed:

• Excellent understanding of complex solution sales cycle and proven track record of solutions selling.
• Broad industry experience – Financial Services, Insurance, Healthcare, Public Sector, Contact Center/BPO.
• Able to develop and manage through the challenges of long-term relationships.
• Mixture of new business and account management.
• Excellent communicator both written and verbally.
• Inquisitive and tenacious with the ability to find new opportunities.
• Ability to recruit and manage a ‘virtual’ team to support themselves and the partners.
• Ability to work in a high pressure, fast moving and challenging environment
• Credible at executive and operational level.

Ideal Background:

• Minimum 15 years' experience in Contact Center solutions
• Relationships with end-clients, go-to-market partners and technology alliances in the Contact Center domain.
• Strong experience in Direct sales and overlay sales roles supporting successful selling of solutions.
• Strong experience commercial Partner/Alliance/Channel sales environment with proven success.
• Experience working in a Partner/Alliances/Channel role.
• Software industry background; RPA Industry experience preferred;
• Driving partner strategy and execution.
• International experience will be helpful.

Personal attributes:

• Self-motivated, tenacious and results orientated.
• Entrepreneurial, pioneering, evangelistic.
• Proactive and reliable.
• Structured and process driven.
• High energy and shows passion and commitment.
• Credible and have gravitas to deal with C-Suite.
• Willing to travel and spend time away from home.

Requirements

Our Ideal Candidate:

• In a world where the descriptions “game-changing”, “transformational” and “disruptive” are way over-used, this is one company that really is all these things.
• This is real pioneering stuff and truly transformational to the businesses we engage with.
• Blue Prism is a very exciting company making a genuine difference to our customers and a real impact in the market.
• This is a new, high-profile role and a key appointment for the business.
• You will engage closely with the management team.
• The opportunity to work with ‘game changing’ technology.

What must be most difficult to you:

• Complex and transformational solution with many stakeholders involved.
• New area in the company with high visibility and will need individuals from all around the company to personally support efforts to ensure success. Regular communication with key stakeholders is critical.

Opportunity for career development:

• 
  Significant opportunity for progression as the company experiences continued aggressive growth
  

No one candidate will be a 100% perfect match to our description, so if you thrive in an intellectually-charged environment and have similar experience to what we are looking for, we encourage you to apply.

Benefits

• Flexible Vacation: We're a team of innovators who work hard, and with hard work comes much needed time off. We all need time off! We offer a flexible vacation plan for all our employees that offers great work/life balance
• 401K Match
• Parental Leave: Blue Prism fully supports all types of families as they welcome a new child into their home

Blue Prism is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, disability or handicap, sex, marital status, veteran status, sexual orientation, arrest record or any other characteristic protected by applicable federal, state or local laws.

Blue Prism is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Blue Prism via-email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Blue Prism. No fee will be paid in the event the candidate is hired by Blue Prism as a result of the referral or through other means.