Senior Partner Development Manager

Emerson•Austin, TX

7h•Onsite

About The Position

This role is critical in making NI a preferred choice inside SI reference architectures, packaged offerings, and proposal language to create scalable, partner-driven adoption. The purpose of this role is to own the sell-to-partner motion for system integrators by winning design-ins and driving technical preference. You will persuade SI practice leaders, solution architects, and pre-sales teams to standardize on NI, build offerings/standard architectures around it, and consistently specify NI in customer solutions. The role scope is for new and existing integrators.

Requirements

Bachelor's degree is required, engineering or technical discipline preferred
10+ years in business development, account management or partner sales with a track record in technical sales.
Only U.S. Persons (U.S. citizens, lawful permanent residents, or protected individuals as defined by 22 CFR §120) may be considered.
5 years experience specifying the systems using NI/Emerson technology.
5 years experience specifying Test/DAQ/Control systems using NI technology.
Proven ability to sell technically and win design-ins / technical preference.
Deep understanding of System Integration business model (value proposition, revenue models, contract/delivery types, margin model)
Executive-level communication, influence without authority, and stakeholder management across partner and internal teams.
Metrics-driven operator: forecasting/trackers, milestone management, and cross-functional coordination.
Must be able to travel up to 20%.

Nice To Haves

Experience working for a system integrator is bonus.

Responsibilities

Own SI Partner business: Lead the end-to-end partner opportunity lifecycle by owning SI relationships and collaborating tightly with NI Sales teams. Focus on uncovering and advancing high-impact opportunities that expand partner revenue, increase partner influence in deals, and deliver predictable quota achievement.
Drive Design‑In and Technical Standardization: Get NI included in SI reference architectures, standards, and proposal/SOW boilerplate. Lead technical positioning, competitive differentiation, and architecture discussions with SI technical stakeholders.
Build Scalable SI Solution Offerings: Collaborate with BU to create packaged SI offerings (assessment, implementation, migration, managed service, industry solutions). Define the partner value proposition (services attach, accelerators, delivery margin) and drive internal adoption.
Enable and Activate Partner Sales & Technical Teams: Develop and deliver enablement: trainings, workshops, demos, labs, certifications, battlecards, and solution guides. Create “ready-to-use” assets that show up in the SI’s selling motion (slides, reference designs, templates) to highlight NI’s value prop when SI sells to customer.
Execute Partner Sales Acceleration: Identify and cultivate SI champions (technical, sales, program, project) with influence in partner organization. Accelerate partner-led pursuits through architecture reviews, proposal support, and price to win negotiations.
Ensure Operational Rigor and Partner Accountability: Run partner plans and QBRs with clear milestones to drive partner-influenced pipeline and revenue. Track and report partner influence, adoption, and design-in progress with strong CRM hygiene.