Director, Strategic Partnerships

Company: Rockwell Automation
Location: San Francisco
Posted on: May 28, 2023

Job Description:

Rockwell Automation is a global technology leader focused on helping the world's manufacturers be more productive, sustainable, and agile. With more than 25,000 employees who make the world better every day, we know we have something special. Behind our customers - amazing companies that help feed the world, provide life-saving medicine on a global scale, and focus on clean water and green mobility -our people are energized problem solvers that take pride in how thework we do changes the world for the better.We welcome all makers, forward thinkers, and problem solvers who are looking for a place to do their best work. And if that's you we would love to have you join us!Job DescriptionThe Director of Strategic Partnerships is responsible for the overall commercial success of the digital partner ecosystem in the North American region. Digital Partners engage in co-innovation with Rockwell Automation, and are essential to helping our customers successfully plan, design, and execute their unique digital journey. Collaborating effectively with digital partners provides our mutual customers with a complete digital experience that has far greater value than what Rockwell Automation can deliver on our own. Having high-performing relationships with our digital partners means that our sales teams are more effective in front of customers, carry greater brand recognition to reach higher into the executive level, differentiate against the competition with an extended technology stack, and disrupt the market with leading-edge innovation. Establishing new relationships with IT delivery partners, like Information System Integrators and Managed Service Providers, provides Rockwell Automation new market access and opportunities for new customer acquisition in the IT space. Partnering successfully with digital partners is critical for Rockwell Automation to meet our Strategic Growth Initiative (SGI) objectives and accelerate Rockwell's growth in North America.Examples of digital partner innovation includes digital design engineering, enterprise systems, cloud computing platforms, IIoT/Analytics, network infrastructure, 5G, industrial cybersecurity, and comprehensive services and project delivery capabilities. Examples of current RA digital partners include: Microsoft , PTC, Accenture, Claroty, Kezzler, EPLAN, and Cognite.What You'll Do:Digital Partner Ecosystem Leadership and Strategy

• Work with the Americas Lighthouse and Market Access organizations to create a cross-functional working team that will develop the strategy, execution plan, experiments, and organization design recommendation for the Digital Partnerships team.
• Recruit, hire, onboard, lead, and manage the resources for the Digital Partnerships team.
• Ownership of the North America digital partner ecosystem strategy.
• Build a definition of success, along with KPIs and OKRs that meets our NA Growth Strategy objectives.
• Develop a partner co-sell strategy that aligns our RA Global Technology Partnerships strategy with our 3rd party partner's strategy that can be executed successfully in the NA market.Driving Results & Execution
  • Creates experiments that enable digital partnerships to Think Big, Start Small, & Scale Fast to achieve accelerated results.
  • Meet the revenue and market share growth expectations of our SGIs through Territory and partner-led sales.
  • Builds a new ecosystem of transformational IT partners, including Information System Integrators and Managed Service Providers to scale our IS delivery capabilities.
  • Monetize our digital partnerships, keeping score mutually with our partners, demonstrating how our partnership activity is being converted to greater customer value and accelerated sales growth for Rockwell Automation and our partners.
  • Implement incentive programs (ex. MSFT SPIF) that motivate our combined selling teams to team, collaborate and win.
  • Performance management of our top partner relationships with agreed goals, targets and business reviews.Teaming & Collaboration
    • Works closely with Rockwell Automation selling teams and functions that support our Strategic Growth Initiatives, including Industry Teams, Information Software, Cybersecurity, DTx CoE, SWC, LFS, Global Market Access and others.
    • Collaborates with the Global Technology Partnerships organization to translate their high-level "Better Together" partnering value proposition down into a locally executed go-to-market strategy in North America.
    • Establishes and maintains relationships with key digital partner peers that hold equal responsibility in their organizations for making the partnership a success.
    • Break down barriers to success that exist between Rockwell Automation and our partner organizations.Teaming & Collaboration
      • Works closely with Rockwell Automation selling teams and functions that support our Strategic Growth Initiatives, including Industry Teams, Information Software, Cybersecurity, DTx CoE, SWC, LFS, Global Market Access and others.
      • Collaborates with the Global Technology Partnerships organization to translate their high-level "Better Together" partnering value proposition down into a locally executed go-to-market strategy in North America.
      • Establishes and maintains relationships with key digital partner peers that hold equal responsibility in their organizations for making the partnership a success.
      • Break down barriers to success that exist between Rockwell Automation and our partner organizations.Basic Qualifications:
        • Bachelor's degree
        • Must be willing and able to travel up to 20%
        • Legal authorization to work in the US is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.Preferred Qualifications:
          • Bachelor of Science degree in an Engineering discipline, plus MBA preferred.
          • 10+ years of related work experience
          • Expertise in developing and managing digital partnerships.
          • Working knowledge in Industry 4.0, Industrial Internet of Things (IIoT) and cybersecurity markets and trends.
          • Domain expertise and experience in the IT space.
          • Experience working in a matrix environment and large multi-national company.This is a summary of the position's responsibilities and does not reflect the entire scope of work expectations. This role is a part of a job family and the base salary compensation range for this role in in Colorado, Washington, California and New York City $151,840.00 - 227,760.00 USD Annual with an annual target bonus of 10% of base salary.#LI-JL2#LifeatrokWe are an Equal Opportunity Employer including disability and veterans.If you are an individual with a disability and you need assistance or a reasonable accommodation during the application process, please contact our services team at +1 (844) 404-7247.

Keywords: Rockwell Automation, San Francisco , Director, Strategic Partnerships, Executive , San Francisco, California