Senior Partner Development Manager

Why This Role Matters

When System Integrators (SIs) specify test systems, they shape the architecture and buying decision. If we win the SI’s technical mindshare, we get pulled into customer designs repeatedly. This role is critical in making NI a preferred choice inside SI reference architectures, packaged offerings, and proposal language to create scalable, partner‑driven adoption.

Own the sell‑to‑partner motion for system integrators by winning design‑ins and driving technical preference. Persuade SI practice leaders, solution architects, and pre‑sales teams to standardize on NI, build offerings/standard architectures around it, and consistently specify NI in customer solutions. This scope covers new and existing integrators.

• 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
• Drive Design‑In and Technical Standardization – Get NI included in SI reference architectures, standards, and proposal/SOW boilerplate
• Lead technical positioning, competitive differentiation, and architecture discussions with SI technical stakeholders
• Build Scalable SI Solution Offerings – 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
• Enable and Activate Partner Sales & Technical Teams – Develop and deliver enablement: trainings, workshops, demos, labs, certifications, battle cards, 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
• Execute Partner Sales Acceleration – 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
• Ensure Operational Rigor and Partner Accountability – 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

• Bachelor’s degree 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 a bonus
• Only U.S. Persons (U.S. citizens, lawful permanent residents, or protected individuals as defined by 22 CFR 120) may be considered
• 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

• Consistently achieve or exceed annual revenue quota ($) through partner‑influenced and partner‑led opportunities
• Increase design‑ins (#): reference architectures…