The SI/ SP Business Development Manager is responsible for the development and implementation of sales strategies and plans to maintain and grow the established business at assigned Systems Integrator/ Solution Partner accounts as well as the overall system integrator community to meet or exceed annual sales goals and grow Rockwell Automation share with customers. The individual is responsible for establishing and maintaining relationships at assigned system integrator and solution partner accounts and engaging with the Channel Team and distributors to ensure effective and efficient utilization of resources to cover the non-assigned SI's.
Owns the value added reseller (system integrator, solution partner) Business Development strategy within assigned accounts as well as the overall system integrator community and coordinates with the Channel Team and distributor to cover the non-assigned SI's with the appropriate RA & Distributor Resources (i.e. CAM, DE's, Specialists, Sales Reps, etc.)
Analyzes account opportunities and develops account strategies with the distributor for the assigned accounts and works with the Channel team to manage the non-assigned system integrator partners.
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.
Maintains regular planning cadence with Solution Partner and Recognized System Integrator partners to initiate, maintain and execute success plans.
Establishes relationships at all levels within the assigned accounts and understands customer processes and business model.
Participates in decisions with Sales and Solutions team to determine the best way to deliver a solution to a customer whether it be RA or SI delivered. Maintain a dynamic analytical tool to identify those 'best few' PROVEN applications and industries as a database for consideration in WIN Strategy Calls
Maintains accurate & dynamic assessment of targeted SI accounts and opportunity funnel for the SI within the Customer Relationship Management system for assigned accounts.
Develops strategy and document the SI's commitments and progress in assessing, managing and enhancing partner competency through use of online and in person training and event participation for the SI community.
Initiates and participates in best practice discussions with peer SI/SP Business Development managers.
Teams with corporate Contracts and Negotiations group to come to terms with customers. Negotiates contract terms and conditions (T&Cs), pricing, discounts and allowances.
Engages the Rockwell Automation market access team and senior management, as required, to plan for and win opportunities.
Sets and helps manage internal and external partner expectations.
Ensures through familiarity with company policies and procedures.
Appropriately applies policies and procedures in compliance with government laws.
Policies and procedures include, but not limited to: Standards of Business Conduct, Intellectual Property, Control Environment, Information Protection, ISO 9000 & 14000, government regulations (e.g. health, safety, quality and environmental).
Identify a 'next generation' list of targeted SI's in strategic areas for incremental revenue upside where we do not have an existing solid delivery team (existing SI, or RA's SSB), such as in the Oil & Gas Downstream Process, MIS, etc.)
EOE, M/F/Disabled, Vet
Internal Number: 2595482
About Rockwell Automation
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