Partner Manager, System Integrator (SI)
Rockwell Automation · Curitiba
Rockwell Automation is a global technology leader focused on helping the world’s manufacturers be more productive, sustainable, and agile. With more than 28,000 employees who make the world better every day, we know we have something special. Behind our customers - amazing companies that help feed the world, provide life-saving medicine on a global scale, and focus on clean water and green mobility - our people are energized problem solvers that take pride in how the work we do changes the world for the better.
We welcome all makers, forward thinkers, and problem solvers who are looking for a place to do their best work. And if that’s you we would love to have you join us!
Job Description
Position Summary
The System Integrator Partner Manager is responsible for the development and implementation of sales strategies and plans to maintain and grow the established business at assigned System Integrator (SI) accounts as well as the overall system integrator community to meet or exceed annual sales goals and grow Rockwell Automation share with customers.
In thin role you will establish and maintain relationships with assigned system integrators BRONZE, SILVER, GOLD and PLATINUM accounts and engage with the Territory team and distributors to ensure effective and efficient utilization of resources to cover the non-assigned SI's. This role will also identify new partners that can help take Rockwell Automation solutions into the market.
Your Responsibilities:
- Owns the system integrator business development strategy for all system integrators in the geography they are responsible for. Provide more focus at top SI accounts as well as coordinating with the Channel Team and distributor to cover the “secondary” SI's in the geography.
- Execution of the SI strategy for the assigned territories includes success planning with key partners, aligning commercial programs, tool requirements and competency development strategies for key assigned partners, such as co-marketing and reference materials from appropriate SI key accounts.
- Selling activities include identifying and defending against competitive threats.
- In coordination with BU leads in territory, identifying and focusing efforts on product gaps and market needs. Identifying areas of competency and skill that complement our sales pursuits and fill gaps in our offerings, as well as promoting the partner community through our sales teams and the channel selling teams.
- Support positioning partners across the market access and industry teams, do showcase capabilities by industry and application.
- Develops, in conjunction with the Channel team and 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.
- Coordinates with other SI Partner Managers, who are responsible for the HQ locations, when that Partner has locations in your geography.
- Establishes relationships at all levels within the top SI accounts to understand customer processes and business model.
- Develops and maintains the solution delivery strategy for system integrators in your geography, in conjunction with Regional Sales Management team.
- Participates in decisions with Account Management team, and Strategic/Enterprise Account Managers (where appropriate), to determine the best way to deliver a solution to a customer whether it be Rockwell Automation or SI delivered.
- Experience using a CRM software system.
The Essentials - You Will Have:
- Bachelor's or Associate Degree.
- Software industry experience.
- 4 plus years prior 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.
- Ability to travel locally greater than 50% of time.
The Preferred - You Might Also Have:
- Bachelor's or Associate Degree in Engineering, Technology, or other relevant technical disciplines.
You will report to: TEAM LEAD, SYSTEM INTEGRATOR
What We Offer:
Our benefits package includes …
- Comprehensive mindfulness programs with a premium membership to Calm
- Volunteer Paid Time off available after 6 months of employment for eligible employees
- Company volunteer and donation matching program – Your volunteer hours or personal cash donations to an eligible charity can be matched with a charitable donation.
- Employee Assistance Program
- Personalized wellbeing programs through our OnTrack program
- On-demand digital course library for professional development
... and other local benefits!
At Rockwell Automation we are dedicated to building a diverse, inclusive and authentic workplace, so if you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right person for this or other roles.
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Rockwell Automation’s hybrid policy aligns that employees are expected to work at a Rockwell location at least Mondays, Tuesdays, and Thursdays unless they have a business obligation out of the office.
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