Partner Manager, System Integrator

Rockwell Automation • Houston, TX

222d

About The Position

The System Integrator Partner Manager is responsible for the development and implementation of sales strategies and plans to grow Rockwell Automation's market share via SIs within an assigned Territory. An SI Partner Manager must maintain (and grow) established business at SI Accounts, and develop SI's adoption of RA's strategic initiative offerings, both at assigned System Integrator accounts, as well as the overall system integrator community for the Territory. The System Integrator Partner Manager also owns the localized strategy and execution of the SI Partner Program in the Territory, and leverages the program to meet or exceed annual sales goals. This position is responsible for establishing and maintaining relationships at assigned system integrators accounts and engaging with the broader Territory team and distributors to ensure effective and efficient utilization of resources to appropriately cover all SI's in the Territory.

Requirements

• Bachelor's degree or equivalent years of experience.
• Legal authorization to work in the US is required.
• Ability to travel locally greater than 50% of time.
• A valid drivers license.

Nice To Haves

• Bachelor of Science degree in an Engineering discipline or Business discipline.
• Additional business-related degree/experience preferred.
• 5+ years of experience in technical sales, industrial distribution, systems integration or an engineering firm, or graduate of the Rockwell Automation Sales Training Program.
• Experience working with all levels of an industrial automation plant (customer) including VPs, plant engineers and OEM machine builders.

Responsibilities

• Owns the localized strategy and execution of the SI Partner Program in the Territory and leverages the program to meet or exceed annual sales goals.
• Leverages and administers 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.
• Focuses on top SI accounts and coordinates with distributor account managers to appropriately cover and support all SIs the Territory.
• Analyzes System Integrator's business needs/goals and develops account strategies for growth.
• Develops, in conjunction with the distributor, account deployment strategy to coordinate activities and resource utilization to ensure appropriate account coverage, clear responsibilities and identification/resolution of any coverage gaps.
• Maintains a regular in-person presence and relationship with assigned Silver, Gold, and Platinum SIs in the Territory to best develop, maintain, and execute on success plans with SI accounts.
• Establishes relationships at all levels within Silver, Gold, and Platinum SIs to understand customer's business objectives, focus industries, and opportunities for RA growth.
• Collaborates with SI Partner Managers in other Territories when an SI in assigned Territory has a HQ locations in another Territory.
• Advocates for SIs by driving relationships and opportunities that help your SIs grow their business, in alignment with our strategies.
• Participates in win strategies with End User and OEM account managers, as well as Strategic/Enterprise Account Managers (where appropriate), to determine the best way to deliver a solution to an end customer, whether it be Rockwell Automation or SI delivered.
• Maintains an accurate opportunity funnel within our Customer Relationship Management system for assigned SI accounts.
• Elevates 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.
• Initiates and participates in best practice discussions with peer SI Partner Managers.
• Ensures through familiarity with company policies and procedures. Appropriately applies policies and procedures in compliance with government laws.

Benefits

• Health Insurance including Medical, Dental and Vision
• 401k
• Paid Time off
• Parental and Caregiver Leave
• Flexible Work Schedule

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Electrical Equipment, Appliance, and Component Manufacturing
• Education Level: Bachelor's degree