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Rockwell Automation

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3.7

based on 576 Reviews

Video summary

37 Rockwell Automation Jobs

Strategic Business Development Channel Manager

Rockwell Automation

3.7

based on 576 Reviews

5-9 years

Noida, New Delhi

1 vacancy

Strategic Business Development Channel Manager

Rockwell Automation

posted 7hr ago

Job Role Insights

Flexible timing

Key skills for the job

Automation Testing Relationship Management Sales Operations Agile Coaching Strategic Planning Market Intelligence

+ 3 more

Job Description

The role of the Regional Business Development Manager, AP is to lead the Asia Pacific strategies and plans for growing the ARR for Lifecycle Services business through the Distributor (DI) channel partners across the Asia Pacific region. The Regional Business Development Manager, AP will work with the Market Access Leaders, Solutions & Services Business Managers, Sales, Channel partner Sales Leaders and others to ensure the development, and ongoing support of Sales strategies to launch & promote ISA. Also, you will also work with the regional Market Access Leaders to define and agree on the strategies to ensure the successful launch of the Data Center partnering program and involved in developing and recruiting the right partners for the success of the Data Center Program across the Asia Pacific Region. You will be asked to also work on regional level specification work.

You will report to Channel Director, Asia Pacific.

Your Responsibilities:

Work with the Channel Director and other key stakeholders in the AP organization to design the strategies, go-to-market model (GTM), and execution priorities in achieving the assigned Annual Operating Plan (AOP) for the Data Center Partnership program. Define the Asia Pacific annual recurring revenue (ARR) and contracts business plan with the relevant key stakeholders across the AP region and achieve the assigned AOP in the region.
Build and maintain successful relationship with senior leaders of the DI Management Teams, key stakeholders from Rockwell Automation and main strategic ecosystem partners across the region. Be an important contributor to their strategic planning team ensuring alignment of data center business plan with the RA plans, be a trusted voice representing RA who will e.g. bring the right stakeholders in any collaboration and be the central point of resolving issues and managing expectations from customers and partners.
Prospect, identify and qualify new market access opportunities in the region by working with the Regional Market access Managers/directors/Country Managers/ DI Management/ ecosystem partners. Develop commercial strategy and business plan for the identified opportunities and review them with the Channel Director and other senior leaders for both access and investment viability.
Responsible for end-to-end execution of the strategies with partners and all relevant key stakeholders in the region. Responsible to set up and lead regular cadence (monthly/quarterly) with main DI partners, strategic partners, and regional market access leaders to review the agreed execution business plan, and defining the next step action, change or improvement that may be required to the existing plan for better outcome.
Prepare reports and analyse outcomes against plan as requested from time to time such as monthly report, quarterly result/forecast according to needs.
Participate in selected partner visits, joint customer visits or partner joint customer visits or required by the regional team. Provide feedback/updates after each business trip to ensure full accountability of follow action after the visits
Work with the commercial team / domain expertise for selling Contracts in the LCS Business and drive the strategies / initiatives around ARR in Asia Pacific and each Sub-region.
Grow Integrated Service Agreements in Asia Pacific
Participate in developing the long-term business strategies (BSR) for ramping up ARR and implementing them in each of the sub-regions in Asia Pacific.
Collaborate with Sales, Business Managers and other Key Stakeholders to develop and implement sales strategies and focus to exceed annual operation plans (AOP) goals for ARR, net new Contracts and ISA targets. Key Stakeholders include Regional Sales Leadership, Lifecycle Services commercial team, Contracts BDLs, Services Delivery/Operations, Marketing/Sales Operations and Channels Leadership.
Collaborate with Sales / Business Managers to develop, qualify and close opportunities, with a primary focus on Enterprise and Strategic accounts (including using Dynamics and preparing dashboards for funnel management).
Provide business development support (presentations, demonstrations) and provide sales tools / materials / training to enable Sales to lead sales discussions / value messaging with Customers.
Drive Full Lifecycle program including attaching Integrated Support Contracts and driving Customer Success Managers to improve adoption, renewal and expansion of all contracts.
Collaborate with Sales, Business Manager and Marketing teams to analyze competition, recommend new offerings, promotions, or suggest refinements for success.
Provide market intelligence on Installed Base PAM, market share, ARR positioning and competitor information.
Perform any other relevant responsibilities as and when assigned by the Channel Director, from time to time.

The Essentials - You Will Have:

Relationship management at senior management level
Build trust across different levels
Performance coaching skills
Conflict management
Industry & application knowledge
Stakeholder management
Commercial terms and local and/or regional trade best practices
Bachelors degree in Electrical / Electronic Engineering or related discipline. .
Minimum 10 years of combined experience in channel sales, partner management or direct sales working with partners.
Experience is selling ARR/contract business, Data Center solutions will be an added advantage
Industrial Automation background and/or knowledge about OT systems with Lifecycle services. Knowledge about Data Center ecosystems and experience selling to this market will be an added advantage