System Integrator Partner Manager

System Integrator Partner Manager

Requirements

• Bachelor’s degree or equivalent years work experience
• Legal authorization to work in the U.S. We will not sponsor individuals for employment visa, now or in the future.
• A valid driver’s license.
• The ability to travel locally 50% of the time to customers

Responsibilities

• Lead the localized strategy and execution of the SI Partner Program in the Territory and leverage the program to meet or exceed annual sales goals.
• Leverage and administer the SI Partner Program in a fair and consistent manner that’s in the best interest of Rockwell Automation’s broader interests.
• Owns the System Integrator business development strategy for all SIs in the Territory. Focus on top SI accounts and coordinates with distributor account managers to cover and support all SIs the Territory.
• Analyze System Integrator’s business needs/goals and develop account strategies for growth.
• Develop, together with the distributor, account deployment strategy to coordinate activities and resource use to ensure appropriate account coverage, clear responsibilities and identification/resolution of any coverage gaps.
• Maintain a regular in-person presence and relationship with assigned Silver, Gold, and Platinum SIs in the Territory to best develop, maintain, and implement success plans with SI accounts.
• Establish relationships at all levels within Silver, Gold, and Platinum SIs to understand customer’s business objectives, focus industries, and opportunities for RA growth.
• Collaborate with SI Partner Managers in other Territories when an SI in assigned Territory has a HQ locations in another Territory.
• Advocate for SIs by driving relationships and opportunities that help your SIs grow their business, according to our strategies.
• Participate in win strategies with End-user and OEM account managers, and Strategic/Enterprise Account Managers, to determine the best way to deliver a solution to an end customer, whether it be Rockwell Automation or SI delivered.
• Maintain an accurate opportunity funnel within our Customer Relationship Management system for assigned SI accounts. Opportunity amount, RA portfolio, probability, close dates, etc.
• Elevate SI Partner competency, around RA portfolio, by executing a strategy to assess, maintain, and enhance SI Partner competency. Uses available competency tools such as RA’s online training tools and in person training and event participation.
• Initiate and participate in best practice discussions with peer SI Partner Managers.
• Ensures through familiarity with company policies and procedures. Appropriately applies in compliance with government laws. This will include: Standards of Business Conduct, Intellectual Property, Control Environment, Information Protection, government regulations (e.g. health, safety, quality and environmental).

Preferred Qualifications

• Bachelor’s degree in an Engineering discipline or Operations Management; additional business-related degree
• 5+ years experience in technical sales, industrial distribution, manufacturing operations, systems integration or an engineering firm, or graduate of the Rockwell Automation Sales Training Program
• Experience working with all levels of an industrial automation customer including executives, engineers, and operations personnel.