Senior Partner Development Manager

Emerson

Senior Partner Development Manager persuading SI leaders to standardize on NI and drive technical preference. Engaging in end-to-end partner opportunity lifecycle in the United States.

Posted 6/2/2026full-timeAustin • Texas • 🇺🇸 United StatesSeniorWebsite

About the role

Key responsibilities & impact

Own SI Partner business
Lead the end-to-end partner opportunity lifecycle by owning SI relationships and collaborating tightly with NI Sales teams.
Focus on uncovering and advancing high-impact opportunities that expand partner revenue, increase partner influence in deals, and deliver predictable quota achievement.
Get NI included in SI reference architectures, standards, and proposal/SOW boilerplate.
Lead technical positioning, competitive differentiation, and architecture discussions with SI technical stakeholders.
Collaborate with BU to create packaged SI offerings (assessment, implementation, migration, managed service, industry solutions).
Define the partner value proposition (services attach, accelerators, delivery margin) and drive internal adoption.
Develop and deliver enablement: trainings, workshops, demos, labs, certifications, battlecards, and solution guides.
Create “ready-to-use” assets that show up in the SI’s selling motion (slides, reference designs, templates) to highlight NI’s value prop when SI sells to customer.
Identify and cultivate SI champions (technical, sales, program, project) with influence in partner organization.
Accelerate partner-led pursuits through architecture reviews, proposal support, and price to win negotiations.
Run partner plans and QBRs with clear milestones to drive partner-influenced pipeline and revenue.
Track and report partner influence, adoption, and design-in progress with strong CRM hygiene.

Requirements

What you’ll need

Bachelor's degree is required, engineering or technical discipline preferred
10+ years in business development, account management or partner sales with a track record in technical sales.
Experience working for a system integrator is bonus.
5 years experience specifying the systems using NI/Emerson technology.
5 years experience specifying Test/DAQ/Control systems using NI technology.
Proven ability to sell technically and win design-ins / technical preference.
Deep understanding of System Integration business model (value proposition, revenue models, contract/delivery types, margin model)
Executive-level communication, influence without authority, and stakeholder management across partner and internal teams.
Metrics-driven operator: forecasting/trackers, milestone management, and cross-functional coordination.
Consistently achieve or exceed annual revenue quota ($) through partner‑influenced and partner‑led opportunities.
Increase design-ins (#): reference architectures adopted, standards approvals, SOW/proposal templates including Emerson/NI.
Increase SI offerings (#) launched and actively used in proposals/customer conversations.
Build healthy partner-influenced pipeline ($) and win rate improvement in deals with SI engagement.
Must be able to travel up to 20%.
Increase in active SI champions (#) with documented participation in joint customer activities, opportunity execution, enablement, or technical.

Benefits

Comp & perks

We provide a variety of medical insurance plans, with dental and vision coverage
Employee Assistance Program
401(k)
Tuition reimbursement
Employee resource groups
Recognition
Flexible time off plans, including paid parental leave (maternal and paternal), vacation and holiday leave

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

business developmentaccount managementpartner salestechnical salessystem integrationTest/DAQ/Control systemsNI technologyEmerson technologyarchitecture reviewsproposal support

Soft Skills

executive-level communicationinfluence without authoritystakeholder managementmetrics-driven operationmilestone managementcross-functional coordinationpartner relationship managementtraining and enablementcollaborationnegotiation