Sr. Manager, Global Partner Development – Foxboro, MA - ICONICS Germany GmbH : Job Details

The Sr. Manager, Global Partner Development is responsible for leading and scaling Mitsubishi Electric Iconics Digital Solutions' global system integrator (SI) ecosystem to drive the success of our industrial software solutions. This pivotal role focuses on developing and executing a global SI program that aligns with our go-to-market strategy, enhances partner capabilities, and accelerates customer success across industrial sectors such as manufacturing, smart buildings, social infrastructure, energy, utilities, and logistics.

A critical aspect of this position is the close collaboration with local sales offices of Mitsubishi Electric entities worldwide. The Sr. Manager will foster strong day-to-day relationships with these regional teams, ensuring seamless coordination of local sales objectives, sharing market insights, and supporting the effective execution of SI and partner-driven initiatives at the local level.

As a key member of the Business Development team, this role is instrumental in expanding the partner ecosystem by identifying new opportunities, enabling both new and existing partners to succeed with offerings like SCADA and Data Historian, and supporting the adoption of future solutions. The Sr. Manager will play a strategic part in contributing to overall sales growth, recognizing the SI community as a vital sales channel for driving revenue and market penetration. Additionally, the position is responsible for fueling organizational growth by capturing and sharing valuable industry insights gained through close collaboration with partners and regional sales offices.

The essential functions of the position include, but are not limited to the following:

• Design and implement a scalable SI program framework, including partner tiers, enablement paths, incentives, and performance metrics.
• Align program objectives with corporate strategy, regional sales goals, and product roadmaps.

Partner Engagement and Enablement

• Identity, recruit, and onboard high-potential system integrators globally with internal and external sales organizations.
• Work closely with internal stakeholders to jointly develop and deliver SI training, certification programs, and co-marketing initiatives, fostering a collaborative environment that builds partner capabilities around our software solutions.

Relationship Management

• Serve as a primary point of contact for strategic SI partners, fostering long-term relationships and joint business planning.
• Facilitate executive alignment between internal stakeholders and SI Leadership.

Operational Excellence

• Establish governance models, KPI, and reporting mechanisms to track partner performance and program ROI.
• By collaborating with marketing, drive stronger market recognition of the Mitsubishi Electric brand by promoting the global SI program.
• Collaborate with cross-functional teams (Sales, Product, Marketing, and Customer Care) to ensure seamless partner integration and customer delivery.

Market Intelligence and Innovation

• Monitor industry trends, competitor programs, and partner feedback to continuously evolve the SI program.
• Engage in industry events like CSIA to boost program visibility.
• Champion innovation by encouraging co-development and joint solution offerings with SIs.

Daily Activities

• Report on the progress of initiatives, projects, partner growth, and related revenue, focusing on target growth regions.
• Measure the effectiveness of partner engagement and training, leading continuous improvement projects.
• Support interactions between partners, sales, customer service, and technical support to resolve issues and improve processes and generate license and support revenue.
• Prepare and deliver business review presentations internally and externally with sales and partners.
• Support sales with partner recruitment and on-boarding.

• Bachelor's degree in engineering, Business, or related field (MBA preferred)
• 10+ years of experience in partner/channel management, business development, or program management in the industrial software or automation space.
• Proven track record of building and managing global partner programs, especially with system integrators.
• Strong understanding in industrial markets and digital transformation trends (e.g. IIoT, SCADA, MES, digital Twin, PLM, APM, AI/ML, and industrial automation)
• Knowledge of Genesis or similar SCADA products.
• Advanced knowledge of Microsoft programs (Word, Excel, Outlook and PowerPoint) required.
• Excellent communication, negotiation, and stakeholder management skills.
• Willingness to travel internationally (up to 50%).

Preferred Skills

• Experience with CRM (e.g. Salesforce).
• Familiarity with industrial protocols platforms (e.g., OPC UA, MQTT, Siemens, Rockwell, AVEVA).
• Multilingual capabilities are a plus.
• PTO
• Paid sick leave
• 13 holidays
• Home office allowance
• 401k match with company contribution and match