Alliances Director

The driving force behind our success has always been the people of AspenTech. What drives us, is our aspiration, our desire and ambition to keep pushing the envelope, overcoming any hurdle, challenging the status quo to continually find a better way. You will experience these qualities of passion, pride and aspiration in many ways — from a rich set of career development programs to support of community service projects to social events that foster fun and relationship building across our global community. The Role AspenTech is seeking a high-performing, strategic Alliances Director (APAC) to lead and optimize our regional partner ecosystem. As the regional strategic lead, you’ll develop and execute partner strategy, overseeing all sales partner activities through structured, programmatic approaches. Leveraging resources from both AspenTech and partners, you’ll drive regional collaboration, portfolio financial performance, business planning, governance, compliance, sales/technical enablement, and joint go-to-market initiatives. Your core goal is to deliver shared success for AspenTech, Emerson, and customers by expanding our leadership in core markets (energy, chemicals), accelerating growth in high-potential verticals (metals & mining, pulp & paper, power), and tapping into underserved sectors via partners. Your Impact Strategic Growth & Partner Execution • Go-to-Market Strategy: Build and execute structured partner strategies, joint business plans, and co-marketing campaigns aligned with digital transformation initiatives. • Vertical Expansion: Accelerate market share in core process industries while driving partner penetration into underserved and growth verticals. • Enablement & Adoption: Deliver sales and technical enablement to upskill partners on AspenTech best practices for standalone and co-selling opportunities. • Cross-Organizational Interlock: Act as a "partner evangelist," aligning internal field sales, operations, and regional teams to streamline joint deal strategies. Risk Management, Governance & Operations • Ecosystem Rationalization: Optimize the APAC partner network by prioritizing high-value, repeatable alliances and minimizing one-off Systems Integrator (SI) engagements. • Deal Integrity & Compliance: Enforce strict deal registration rules and mitigate operational/compliance risks tied to partner-led and co-sell engagements. • Commission Framework Management: Establish clear commission structures for sales teams and partners; validate performance evidence to ensure seamless payout operations. • Performance Tracking: Set joint pipeline goals, track revenue metrics, and lead formal Quarterly Business Reviews (QBRs) with partner executives. What You'll Need • 10-15 years of proven success in enterprise tech partner management, alliance building, or channel sales within the Asia Pacific region. • Bachelor’s degree in Engineering, Business, Information Technology, or a related field. • Good understanding of operational technology (OT) software, digital transformation, and industrial software solutions within process and manufacturing industries (energy, chemicals, mining, or power) is preferred. • Strong track record of balancing high-level strategy with hands-on operational rigor (deal registration, compliance, and commission governance). • Outstanding capability to build trust, influence without authority, and present effectively to C-suite and General Manager-level executives. • Self-starter comfortable operating independently • Full professional proficiency in English and Mandarin (written and spoken) to support regional partner coverage