Senior Partner Development Manager

Emerson Electric Corporation; Austin (TX); Híbrido; USD 180.000 - 220.000; Jornada completa

Descripción de la vacante

Emerson Electric Corporation's NI unit seeks a Senior Partner Development Manager to grow System Integrator partnerships and align them with NI's strategic priorities. You will build executive relationships, craft joint business plans, and drive adoption of NI technology across customer solutions.

You will lead cross-functional teams, influence stakeholders in complex deals, and create scalable partner offerings while ensuring measurable growth and strong collaboration with NI sales and product

Formación

• Bachelors required in engineering/technical field.
• 10+ years in partner development, BD, alliances or related sales.
• Proven growth of strategic partner relationships.
• Experience influencing stakeholders in complex sales.
• Strong executive presence with senior leaders credibility.
• Ability to lead cross-functional initiatives.
• Strong planning, forecasting, pipeline, and operations.
• Excellent communication, presentations, and relationships.

Responsabilidades

• Build executive, sales, and technical relationships with System Integrator partners across the Americas.
• Create and execute business plans aligning partner growth with NI's priorities.
• Identify new partnership opportunities and grow existing relationships.
• Lead as primary business owner for partner success and growth.
• Help partners show where NI technology adds customer value.
• Influence decision-makers and solution architects to adopt NI in solutions.
• Support partners to create standardized NI-based offerings.
• Increase customer projects and proposals leveraging NI tech.
• Collaborate with partners to develop packaged services and industry solutions.
• Align partner offerings with market opportunities alongside NI teams.
• Develop enablement programs for partners to position NI solutions.
• Create tools, training, success stories, and assets to accelerate partner success.
• Support partners throughout the sales cycle from opportunity to proposal.
• Boost NI seller adoption of System Integrator partners.
• Develop strategies to help NI sellers access partner capabilities.
• Create account-maps, joint planning, and sales plays for collaboration.
• Increase seller-sourced opportunities with SI partners.
• Establish measurable growth plans and quarterly reviews.
• Track performance, pipeline, engagement, and initiatives.
• Maintain forecasting discipline and visibility into results.

Conocimientos

Partnership development

Business development

Strategic alliances

Channel sales

Executive presence

Cross-functional leadership

Technical sales

Forecasting

Educación

Bachelor's degree in engineering or technical discipline

Descripción del empleo

At NI, an Emerson company, we help engineers and organizations solve some of the world's most complex test, measurement, and automation challenges.

As a Senior Partner Development Manager, you will lead the growth of NI's business through select System Integrator partnerships. You will work with executive leaders, sales teams, solution architects, and technical influencers at partner organizations to position NI technology as a preferred component of their solutions and service offerings. This is a highly visible role that combines business development, partner strategy, technical sales, and cross-functional leadership. You will helpNI's sales organization to adopt and leverage partners as a preferred route to winning customer opportunities.

Why This Role Matters

System Integrators often influence technology decisions long before a customer makes a purchase. When partners consistently recommend, design with, and deploy NI technology, they create repeatable growth opportunities that scale across industries, applications, and customers.

Success in this role is not only about helping partners adopt NI technology. It is equally about helping NI sales teams understand when and how to engage System Integrator partners to create better customer outcomes. You will serve as the bridge between NI, our partners, and our sales organization, ensuring that the right partners are positioned in the right opportunities and that both organizations work together to drive growth.

Key Responsibilities

Develop and Grow Partner Relationships

• Build executive, sales, and technical relationships with System Integrator partners across the Americas.

• Create and execute business plans that align partner growth objectives with NI's strategic priorities.

• Identify new partnership opportunities and expand existing relationships.

• Serve as the primary business leader responsible for partner success and growth.

Drive Technology Preference and Solution Adoption

• Help partners understand where NI technology creates value for their customers.

• Influence technical decision-makers and solution architects to incorporate NI technology into repeatable customer solutions.

• Support partners in creating standardized solution offerings that include NI products and platforms.

• Increase the number of customer projects, proposals, and solutions that leverage NI technology.

Build Scalable Partner Solutions

• Collaborate with partners to develop packaged service offerings and industry solutions.

• Work closely with NI product, marketing, and business teams to align partner offerings with market opportunities.

• Help partners create differentiated value propositions that drive customer adoption.

Enable Partner Sales and Technical Teams

• Deliver business and technical enablement programs that help partners confidently position NI solutions.

• Develop tools, training, customer success stories, and solution assets that accelerate partner success.

• Support partner teams throughout the sales cycle, from opportunity identification through proposal development and customer engagement.

Drive NI Seller Adoption of System Integrator Partners

• Build awareness, confidence, and preference among NI sales teams for engaging qualified System Integrator partners.

• Develop strategies that make it easier for NI sellers to identify, access, and leverage partner capabilities in customer opportunities.

• Create account-mapping initiatives, joint business planning activities, success stories, and sales plays that encourage collaboration between NI sellers and partners.

• Increase seller-sourced opportunities involving System Integrator partners and improve the effectiveness of partner-led customer engagements.

Ensure Operational Excellence

• Establish measurable partner growth plans and quarterly business reviews.

• Track business performance, pipeline development, partner engagement, and strategic initiatives.

• Maintain strong forecasting discipline and provide visibility into partner-driven business results.

What Success Looks Like

• Consistently achieve or exceed revenue objectives through partner-led and partner-influenced opportunities.

• Increase the number of customer solutions and service offerings built around NI technology.

• Grow strategic pipeline and improve win rates in opportunities involving System Integrator partners.

• Expand executive and technical engagement within partner organizations.

• Increase the number of NI sales professionals actively leveraging System Integrator partners in customer opportunities.

• Improve collaboration between NI and partner teams, resulting in measurable business growth and stronger customer outcomes.

• Establish NI as a preferred technology platform among key System Integrator partners.

Who You Are:

You are a proactive and resourceful professional who acts with urgency and ownership to achieve results. You place customers at the center of your decisions, anticipating needs and delivering exceptional experiences. You build collaborative relationships across functions and establish networks that enable effective partnership and knowledge sharing. You inspire engagement through open communication and a positive team-oriented approach. You are comfortable learning and adopting new technologies and use digital capabilities to improve business outcomes.

For This Role, You Will Need:

• Bachelor's degree is required, engineering or technical discipline preferred.
• 10+ years of experience in partner development, business development, strategic alliances, channel sales, account management, or technical sales.
• Demonstrated success building and growing strategic partner relationships.
• Experience influencing technical and business stakeholders in complex sales environments.
• Strong executive presence and the ability to build credibility with senior leaders.
• Proven ability to lead initiatives across multiple functions and organizations.
• Strong business planning, forecasting, pipeline management, and operational discipline.
• Excellent communication, presentation, and relationship-building skills.

Preferred Qualifications

• Experience working for a System Integrator.
• Experience in test, measurement, industrial automation, manufacturing, software, engineering, or technology markets.
• Experience developing partner ecosystems and go-to-market strategies.
• Knowledge of solution-selling and partner-led sales motions.
  

Our compensation philosophy is simple: we pay a competitive base salary, within the local market in which we operate, and reward performance during our annual merit review process. The salary range for this role is$180,00 - $220,000 annually, plus bonus, commensurate with the skills, talent, capabilities, and experience each candidate brings to a role.

Our Culture & Commitment to You

At Emerson, we prioritize a workplace where every employee is valued, respected, and empowered to grow. We foster an environment that encourages innovation, collaboration, and diverse perspectives—because we know that great ideas come from great teams. Our commitment to ongoing career development and growing an inclusive culture ensures you have the support to thrive. Whether through mentorship, training, or leadership opportunities, we invest in your success so you can make a lasting impact. We believe diverse teams, working together are key to driving growth and delivering business results.

We recognize the importance of employee wellbeing. We prioritize providing flexible, competitive benefits plans to meet you and your family’s physical, mental, financial, and social needs. We provide a variety of medical insurance plans, with dental and vision coverage, Employee Assistance Program, 401(k), tuition reimbursement, employee resource groups, recognition, and much more. Our culture offers flexible time off plans, including paid parental leave (maternal and paternal), vacation and holiday leave.

Learn more about our Culture & Values.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.