The System Integrator Account 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)/ Solution Provider (SP) accounts as well as the overall system integrator community to meet or exceed annual sales goals and grow Rockwell Automation share with customers. This position is responsible for establishing and maintaining relationships at assigned system integrators, Recognized System Integrators and Solution Partner accounts and engaging 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.
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/ SP 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.
Institutionalize a collaborative and effective ongoing planning process (Success Planning) with system integrators/market access partners.
Identify new partners in the market, driving forward Rockwell Automation's IIoT and Process initiatives.
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.
Maintains a regular planning cadence with Solution Partner and Recognized System Integrator partners to initiate, maintain and execute success plans.
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.
Advocates for your system integrators within the Territory/Region you reside in, as well as outside of that Territory, by driving relationships and opportunities that help your SI grow their business in alignment with our strategies.
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.
Maintains accurate assessment of target and opportunity funnel within the Customer Relationship Management system for assigned accounts.
Develops strategy to assess, manage and enhances 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.
EOE, M/F/Disable, Vet
Internal Number: 2691555
About Rockwell Automation
When you choose Rockwell Automation, you join countless talented employees who have helped us establish our leadership position in the automation industry over the past century.
You join a diverse, inclusive and global community with a passion for innovation. A place where you can partner with great minds and inspiring people. And a corporation backed by the financial strength that drives growth – and career opportunities.
As much as we focus on our customers, we know our employees are key to our success and future. Helping you develop a rewarding career is a top priority. Because when you succeed, we succeed.