Reports of an AI Guru being lured from Google to Uber with a $157M sign-on bonus highlight the escalating War For Talent in the Robotics and AI domain. I thought it timely therefore to share some of our findings in terms salaries and roles from Tanna Partners’ consulting in the field.

The market is volatile, dynamic and still quite raw with notable inconsistencies in salaries between companies so our salary ranges are broad, assume a Sydney, Melbourne or Singapore locale and are quoted in terms of what we believe is required to not just attract but also retain suitably qualified talent competent for the task at hand: 

1.   Automation Analyst/ Test Analyst – Remuneration is based on experience and subject matter expertise and can range between $75,000 – $120,000 base + super. The RPA usiness Analysts are the Process SMEs located in business operations and are responsible for end-to-end process assessment for automation feasibility. They then design automation solutions for existing business processes and identify the impact of policy, legislative changes, etc. on existing RPA processes. They typically assist in definition of project scope, requirements and objectives involving all relevant stakeholders and ensuring technical feasibility whilst developing test specifications and undertaking functionality tests;

2.   RPA Developers/Programmers/Automation Engineers – $90,000 – $125,000 base + super + bonus (10-20%) – These people are able to grasp the RPA/AI piece and add discernible value. They will have 3+ years ICT experience, an IT degree, be fully proficient in .net / java / C# / agile and able to develop a PoC for clients whilst looking at other opportunities and processes for optimisation so almost a hybrid/BA with effective communication skills. They probably won’t rewrite the application, just develop solutions using/leveraging the application. Finding Blue Prism/Automation Anywhere/UiPath-certified programming experience is difficult and may add a margin on top of these numbers. Many are training their own rather than pay the premium. Most RPA/AI models are geared towards the bulk of Development being conducted offshore (especially India) but these “masthead” onshore development teams are critical to the whole equation and the real engine room for any successful RPA/AI transformation;

3.   Solution Architects – $100,000 – $130,000 base + super + bonus (10-30%) These individuals help with customer presentations in what is really a junior Pre-Sales position. They will produce PoC’s as well and have approx. 5+ years of PS enterprise software experience, about 3 years of which will have been gained on automation and/or integration projects using C# et al. They’ll have competent project and relationship management skills and proven ability to analyse processes and assess for automation potential, work through business process mapping exercises and identify where variations etc. may be required;

4.   Pre-Sales Consultant – $115,000 – $140,000 base + super + bonus (10-30%). This is effectively a senior solution architect with more customer-facing and sales skills/responsibilities – must be able to answer the technical questions in front of a boardroom of senior decision makers and be able to instill confidence in the architecture of the solution, selling the benefits and putting clients at ease re risk mitigation, etc. A very important go-between role that straddles the sales, architecture and delivery functions;

5.   Customer Success Manager – There are 2 levels of this role out there really. The more seasoned campaigners are probably being paid $170,000 – $210,000 base + super + bonus (10-20%) in the bigger vendor or end-user environments and then there are the more junior operators with fewer years’ experience and operating in smaller, less complex environments being paid c$130,000 base + super + bonus (10-20%);

6.   Alliance Manager – This is where there will be significant variation in salaries. Most of the vendors run to a predominantly indirect GTM model in pushing services onto their partners who sit in a big-end-of-town ecosystem of large Consulting houses and multinational System Integrators. You would be paying c$200,000 base + super + comms for OTE $350,000 – $400,000 (commissions ideally uncapped with accelerators) and equity is usually part of the discussion for the heavy hitting “whales” who are currently earning $400,000 – $500,000 OTE probably already residing somewhere in the aforementioned partner ecosystem. These are critical appointments which will go a long way towards defining the success of the vendors who are positioning to make a big play for the APAC region. These individuals are the face and voice of the group, are few and far between in the comparatively tiny Australian market and must be courted with great tact and diplomacy;

7.   Manager / Program Director, Centre Of Excellence – There is significant variation in remuneration based on the size of the Enterprise, the quantum of the RPA deployment and if existing senior executives within the organisation are appointed to the role. Remuneration seemingly varies from $180,000 – $230,000 base + super + bonus (10-30%). This is a key role providing the strategy and vision for RPA, evangelising the importance at senior levels to ensure buy-in and support, raising awareness, celebrating success and showcasing the impact. These individuals will also establish and chair the steering group to drive engagement and direction at executive level whilst taking accountability to ensure appropriate standards are established and maintained;

8.   GM / Head of Robotics, Automation & Information Management – $200,000 – $350,000 base + super + incentives. These are the people who carry ultimate responsibility for the success (or failure) of any RPA/AI initiative! They work with strategic automation partners, stakeholders and customers to deliver process simplification and business optimisation through the use of leading-edge RPA and AI solutions. Often leading Big Data teams, they are responsible for thought leadership on industry evolution, identifying new applications for automation technologies and for building and implementing solutions which transform the operational capabilities of the business whilst championing automation across the Enterprise; and

9.   SVP Sales – APAC – cSGD400,000 + STI + LTI + Options – most of these roles are based in Singapore as Vendors, SIs, Consultancies continue to make Singapore their regional hub for the APAC region, courtesy largely of favourable personal and corporate tax regimes. These individuals have typically spent 15 years + in this region, hiring, managing and growing sales and presales teams across Japan, GCA, Korea, ASEAN and ANZ with full a P&L across Direct and Partner Sales landscape, securing mindshare of the decision-making fraternity and engaging collegiately with a well-established matrix of function heads including but not limited to Sales, Partner Management, Customer Success, Support and Services. Public speaking and presentation skills are paramount as they are also the keynote presenters at conferences where the message must be evangelised. They will, of course, get directly involved in driving and winning large and complex deals.

Our philosophy and advice is that people are still the most important resource within any company – this reality has never changed. It’s just that in the context of an RPA/AI transformation where so much is at stake, reputations are made/lost and second chances not an option, people are now more important than even before.

Please do not hesitate to contact us @ www.tanna.com.au if you are embarking on the RPA/AI journey, be it as a candidate wishing to assess career options; an RPA executive wishing to build a centre of excellence; or even a vendor wishing to establish an office in the APAC region with highest quality resources. We have built strong consulting capability in this domain, long before it became fashionable, and would happily share our experiences and knowledge with you.