Senior Partner Development Manager

Why This Role Matters
When System Integrators (SIs) specify test systems they shape the architecture and buying decision. If we win the SIs technical mindshare we get pulled into customer designs repeatedly. 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.

Role Purpose
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. Role scope is for new and existing integrators.

In this Role Your Responsibilities Will Be:

1. 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.
2. Drive DesignIn 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.
3. 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.
4. 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 SIs selling motion (slides reference designs templates) to highlight NIs value prop when SI sells to customer.
5. 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.
6. 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.

For This Role You Will Need:

• Bachelors 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. Experience working for a system integrator is bonus.
• 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.
• Consistently achieve or exceed annual revenue quota ($) through partnerinfluenced and partnerled opportunities.
• Increase design-ins (#): reference architectures adopted standards approvals SOW/proposal templates including Emerson/NI.
• Increase SI offerings (#) launched and actively used in proposals/customer conversations.
• Build healthy partner-influenced pipeline ($) and win rate improvement in deals with SI engagement.
• Must be able to travel up to 20%.
• Increase in active SI champions (#) with documented participation in joint customer activities opportunity execution enablement or technical.

Success Metrics

• Consistently achieve or exceed annual revenue quota ($) through partnerinfluenced and partnerled opportunities.
• Increase design-ins (#): reference architectures adopted standards approvals SOW/proposal templates including Emerson/NI.
• Increase SI offerings (#) launched and actively used in proposals/customer conversations
• Build healthy partner-influenced pipeline ($) and win rate improvement in deals with SI engagement
• Increase in active SI champions (#) with documented participation in joint customer activities opportunity execution enablement or technical

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 perspectivesbecause 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 familys 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.

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