Strategic Partnership Manager
About The Position
We are seeking a Strategic Partnership Manager to serve as the chief architect of our partnership ecosystem, reporting to the VP Sales, Americas & Global Partnerships This is a high-impact position focused on defining the strategy and execution of how OnLogic wins through others. You’ll be responsible for the “Who, Where, and How” of our partnership sales strategy. You are not just managing existing business, you are unlocking new high-value relationships with SOEMs, Global System Integrators, ISVs, and Value Added-Resellers. Your mission is to bridge the gap between Operational Technology (OT) and Information Technology (IT) at a strategic level, ensuring OnLogic is embedded into the world's leading industrial and digital transformation solutions. We believe in the power of in-person collaboration and the benefits of a strong workplace community. Therefore, this role requires an onsite presence at either our South Burlington, VT HQ or Cary, NC office. We encourage candidates who are able to relocate or comfortably commute to apply.
Requirements
- 10+ years in a Strategic Partnership or Business Development role within the industrial PC, IoT, or enterprise technology sector.
- A track record of building enduring partnerships and programs from the ground up that resulted in tangible, multi-million dollar revenue streams.
- Existing high-level contacts within the SOEM and Global SI landscape.
- Understanding of the strategic importance of the “Edge”. You can discuss the business value of shifting workloads from the cloud to the factory floor (Virtualization, AI at the Edge, Industry 4.0).
- Ability to lead high-stakes negotiations and represent OnLogic at major industry forums and boardrooms. And the potential to grow into people management.
Responsibilities
- Defining the partnership strategy: help architect a multi-year partnership strategy that identifies which market segments and partner types will drive the next phase of OnLogic's growth.
- Driving the roadmap of global partners: develop and track the critical success factors and partner onboarding roadmap.
- Unlocking relationships: use a “top-down” approach to access and influence C-suite and product leadership within tier-1 global partners.
- Ecosystem design: creating the framework for how OnLogic interacts with the IT/OT stack and ensuring our hardware is the validated platform for leading SCADA, Cloud, and Edge software providers.
- Value proposition development: working with product and marketing to build “better together” stories that make OnLogic the indispensable hardware partner for global integrators.
- Tangible revenue contribution: move beyond high-level agreements to deliver measurable revenue. You are responsible for the commercial success and ROI of the partnerships you establish. Often this will work with and through local partner account managers (US/EU).
- Co-selling excellence: lead the "Who" and "How" of co-selling motions, ensuring our direct sales teams and partner sales teams are perfectly synchronized on large-scale opportunities.
- Global scalability: build frameworks that allow our partnership models to be executed consistently across the EU, US, and APAC markets.
- Intelligence gathering: act as a strategic sensor for the company, capturing "Edge" trends and product requirements from partners to guide our internal R&D roadmap.
Benefits
- A competitive Salary based upon your experience and the requirements of the role
- A comprehensive Benefits package
- 401k Plan with 3% Employer Contribution
- Paid Maternity & Paternity Leave, and Short & Long Term Disability
- Opportunity to Participate in our Employee Stock Purchase Plan
- A personal development plan created to help you (and us) grow
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
