Location: Milwaukee - Wisconsin
Position can be Located Anywhere in North America
The Microsoft Alliance Strategic Partner Manager (SPM) is charged with working closely with Microsoft's business leaders, Microsoft Account Executives, Rockwell Automation Account Managers, Rockwell Automation Industry Vertical Leaders and Rockwell Automation market access partners to identify and close large co-selling deals. The SPM is also responsible for identifying potential partner candidates from Microsoft's ecosystem for the Rockwell Automation Partner Program specific to driving sales in Rockwell Automation's Vertical markets.
This position reports directly to the Regional Manager, NA Technology Partnerships, and will be instrumental in propelling our RA footprint in the MSFT cloud/SaaS marketplaces. Our market access team works in a fast-paced, cross-functional, dynamic environment, where innovative ideas and creative minds meet to drive significant market share through partner collaboration and field success.
Principal Duties and Responsibilities:
Define GTM Models and Collaboration approach to accelerate business growth through Microsoft.
Create joint value proposition that RA and Microsoft sellers can take to their clients jointly or individually.
Explore leverage of Microsoft ecosystem to grow revenue.
Develop the business plan for co-sell engagement between Rockwell Automation and Microsoft, including development of target vertical industries and accounts and well-defined KPIs.
Work closely with Microsoft Account Executives and Rockwell Automation Account Managers to jointly position and co-sell Rockwell Automation solutions, products and services.
Maintain co-sell pipeline forecast and provide sales management and alliance management with regular updates including sales forecasts, competitive analysis, market trends, and territory opportunity.
Conduct Quarterly Business Reviews with Microsoft vertical market sales leaders while developing annual business plans focused on driving bookings growth.
Coordinate the go-to-market activities with our Sales/Channels team to ensure optimal utilization and growth to annual operating plans.
Build and Manage executive relationships with top Microsoft sales and partner executives in the North America region.
Create innovative campaigns and programs to deliver on partner-led bookings and further market penetration.
Evaluating and help evolve commercial programs focused at driving value to partners.
Partner with the alliance management team and sales enablement to educate the Microsoft and Rockwell Automation Account sales teams on joint offerings and value proposition.
Analyze, develop and track best practices for commercial collaboration.
Software Experience required
This position will require frequent domestic travel estimated at approximately 50%.
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.
10+ years demonstrated track record of successful revenue contribution and sales experience through indirect and direct channels in software, hardware, solutions and services.
Experience with Microsoft Cloud and SaaS environments is preferred.
Relationship driven with a strong executive presence and proven ability to build credibility with partner executives, industry analysts, and employees, combined with an extensive network and a solid reputation for developing and driving successful global partner relationships.
Ability to develop and implement partner business plans that drive partner revenue goals globally.
Understanding and experience in the Microsoft Partner Ecosystem and of the Microsoft OCP programs and tools highly desired.
Strong alliance partner management experience, partner development, business experience and partner empathy.
The ability to speak clearly and work with others
We 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 (see application details).