Senior Partner Development Manager

At NI, an Emerson company, we help engineers and organizations solve some of the world's most complex test, measurement, and automation challenges.

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.

Why This Role Matters

System Integrators often influence technology decisions long before a customer makes a purchase. When partners consistently recommend, design with, and deploy NI technology, they create repeatable growth opportunities that scale across industries, applications, and customers.

Success in this role is not only about helping partners adopt NI technology. It is equally about helping NI sales teams understand when and how to engage System Integrator partners to create better customer outcomes. You will serve as the bridge between NI, our partners, and our sales organization, ensuring that the right partners are positioned in the right opportunities and that both organizations work together to drive growth.

Key Responsibilities

Develop and Grow Partner Relationships

• 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.

Drive Technology Preference and Solution Adoption

• 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.

Build Scalable Partner Solutions

• 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.

Enable Partner Sales and Technical Teams

• 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.

Drive NI Seller Adoption of System Integrator Partners

• 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.

Ensure Operational Excellence

• 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.

What Success Looks Like

In this role, you will:

• Consistently achieve or exceed revenue objectives through partner-led and partner-influenced opportunities.
• Increase the number of customer solutions and service offerings built around NI technology.
• Grow strategic pipeline and improve win rates in opportunities involving System Integrator partners.
• Expand executive and technical engagement within partner organizations.
• Increase the number of NI sales professionals actively leveraging System Integrator partners in customer opportunities.
• Improve collaboration between NI and partner teams, resulting in measurable business growth and stronger customer outcomes.
• Establish NI as a preferred technology platform among key System Integrator partners.

Who You Are:

You are a proactive and resourceful professional who acts with urgency and ownership to achieve results. You place customers at the center of your decisions, anticipating needs and delivering exceptional experiences. You build collaborative relationships across functions and establish networks that enable effective partnership and knowledge sharing. You inspire engagement through open communication and a positive team-oriented approach. You are comfortable learning and adopting new technologies and use digital capabilities to improve business outcomes.

For This Role, You Will Need:

• Bachelor's degree is required, engineering or technical discipline preferred.
• 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.

Preferred Qualifications

• 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.

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 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. Emerson is committed to creating a global workplace that supports equal opportunity, values diversity of thought and experience, and empowers individuals to contribute their unique perspectives. We welcome candidates from a variety of backgrounds and experiences who are excited to make an impact, grow professionally, and help deliver innovative solutions for our customers around the world.

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ABOUT US

WHY EMERSON




Our Commitment to Our People




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. And we want you to join us in our bold aspiration.




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. So, let's go. Let's think differently. Learn, collaborate, and grow. Seek opportunity. Push boundaries. Be empowered to make things better. Speed up to break through. Let's go, together.




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ABOUT EMERSON




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. Whether you're an established professional looking for a career change, an undergraduate student exploring possibilities, or a recent graduate with an advanced degree, you'll find your chance to make a difference with Emerson. Join our team - let's go!




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