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About the Role

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 help NI's sales organization to adopt and leverage partners as a preferred route to winning customer opportunities.

Responsibilities

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.
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.
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.
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.
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.
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.

Requirements

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.
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.

Skills

Business development
Partner strategy
Technical sales
Cross-functional leadership
Relationship building
Communication
Presentation skills
Business planning
Forecasting
Pipeline management
Operational discipline
Solution selling
Partner-led sales

Location

Americas

Work Type

Full-time

Experience Level

Senior

About the Company

At NI, an Emerson company, we help engineers and organizations solve some of the world's most complex test, measurement, and automation challenges.
Emerson is a global leader in automation technology and software. Through our deep domain expertise and legacy of flawless execution, Emerson helps customers in critical industries like life sciences, energy, power and renewables, chemical and advanced factory automation operate more sustainably while improving productivity, energy security and reliability.
With global operations and a comprehensive portfolio of software and technology, we are helping companies implement digital transformation to measurably improve their operations, conserve valuable resources and enhance their safety.
We offer equitable opportunities, celebrate diversity, and embrace challenges with confidence that, together, we can make an impact across a broad spectrum of countries and industries.
At Emerson, we are motivated by a spirit of collaboration that helps our diverse, multicultural teams across the world drive innovation that makes the world healthier, safer, smarter, and more sustainable.
We have built an engaged community of inquisitive, dedicated people who thrive knowing they are welcomed, trusted, celebrated, and empowered to solve the world’s most complex problems — for our customers, our communities, and the planet.
You’ll contribute to this vital work while further developing your skills through our award-winning employee development programs.
We are a proud corporate citizen in every city where we operate and are committed to our people, our communities, and the world at large.
We take this responsibility seriously and strive to make a positive impact through every endeavor.
At Emerson, you’ll see firsthand that our people are at the center of everything we do.
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.

Equal Opportunity

Emerson is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.