Rockwell Automation
Global Distributor Partner Manager
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Rockwell Automation is a global technology leader focused on helping the world’s manufacturers be more productive, sustainable, and agile. With more than 28,000 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 the work 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 Description
The Global Market Access organization at Rockwell Automation is responsible for defining and leading the global partnership strategy. It develops standardized global programs that enable effective regional execution and acts as the central global interface for distributors, systems integrators, OEMs, EPCs, and technology partners. By aligning partner strategies with regional sales goals and business unit priorities, the organization accelerates revenue growth and maximizes market impact across the global Rockwell Automation portfolio.
As part of Global Market Access, you will lead the global distributor management, strategy, programs, policy, and performance. The Global Distributor Partner Manager is responsible for the strategic leadership of one or more global distributor partners, ensuring strong alignment with both the distributor's headquarters and Rockwell regional leadership. This role drives the development of distributor-focused strategies and programs. It defines execution priorities tailored to each partner's unique business model and objectives. Additionally, it strengthens the partnership to increase revenue growth and expand market‑making capabilities across the enterprise.
You will have primary responsibility for managing the global Top-Tier distributor relationship and may also have other distributors assigned to them.
You will report to the Director, Global Distributor Partners and have a hybrid schedule working in Paris, France.
Your Responsibilities
- Align with Distributor leadership across all facets of the distributor organization.
- Develop trust-based, mutually beneficial relationships that generate positive business outcomes for both Rockwell and the distributor.
- Understand distributors' capabilities and strategic plans for the next 3-5 years and aligning to Rockwell's business priorities.
- Influence the distributor to commit to the required financial investment in our brand to support long term.
- Execute key strategic Rockwell Automation market access initiatives by working with the distributor leadership globally.
- Ensure the distributor is investing in and participating in market-making capabilities, including meeting distributor targets of our evolving pay-for-performance model, capability model and eco-system goals.
- Advocate for the distributor within Rockwell, advocates for Rockwell to the distributor.
- Work with distributor leadership to ensure succession plans are in place.
- Develop competency execution plans to ensure Distributor has strong technical and commercial capabilities, including enablement needed outside of our core annual enablement plan.
- Achieve global yearly sales goals, and regional sales goals.
- Performance managing distributor to deliver across the global geographic footprint.
- Conduct strategic performance review meetings with senior distributor leadership documents areas requiring focus and investment. These areas include benchmarking performance against peer competitors and historical company results in market share, product mix, customer satisfaction, CPM composite score, and financial performance.
- Ensure distributor is effectively advocating the Rockwell Automation brand digitally as well as in physical branch locations and customer experience centers, adhering to global logo standards.
- Manage and guide the regional Rockwell Automation Market Access team alignment to Distributor strategy.
- Create monthly activity summary and detailed quarterly update of Distributor – delivers the update to Rockwell Automation personnel globally.
- Build out strategic oversight on annual planning that ties out the distributor HQ priorities. This oversight links to our field leaders in the territories. The candidate will execute it in the APRs, detailing key initiatives and actions needed. The plan must be communicated and driven across all groups. Monitor progress.
- Create joint business plans with co-managed goals, shared with regional teams and leadership.
- Cultivate relationships with Rockwell Automation regional market access sales leadership to ensure strategy, and programs are implemented according to set priorities.
- Partner with Regional Market Access on change management and driving adoption.
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The Essentials - You Will Have
- Bachelor's degree or equivalent years of relevant experience.
- Prior sales experience particularly through a channel and partner programs.
- Fluency in French and English.
The Preferred - You Might Also Have
- Experience building relationships internally and externally at an executive level and wide range of mid to senior-level management within the distributor and Rockwell Automation.
- Understanding of the diverse commercial roles and RA's sales process and methodology.
- A global perspective, so that all work the team does supports the broader commercial organization.
- Organizational acumen and robust interpersonal skills to navigate a complex, matrixed organization and influence stakeholders across various regions and functions.
- A proven track record of creatively and efficiently resolving intricate and complex problems.
What We Offer
Our benefits package includes …
- Volunteer Paid Time off available after 6 months of employment for eligible employees
- Company volunteer and donation matching program – Your volunteer hours or personal cash donations to an eligible charity can be matched with a charitable donation.
- On-demand digital course library for professional development.
- Comprehensive mindfulness programs with a premium membership to Calm
- Employee Assistance Program
- Personalized wellbeing programs through our OnTrack program
- and other local benefits!
At Rockwell Automation we are dedicated to building a diverse, inclusive and authentic workplace, so if you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right person for this or other roles.
L'organisation Global Market Access de Rockwell Automation est responsable de la définition et du pilotage de la stratégie mondiale de partenariat. Elle développe des programmes globaux standardisés permettant une exécution régionale efficace et agit comme interface centrale pour les distributeurs, intégrateurs systèmes, OEM, EPC et partenaires technologiques. En alignant les stratégies partenaires avec les objectifs commerciaux régionaux et les priorités des business units, l'organisation accélère la croissance du chiffre d'affaires et maximise l'impact du portefeuille Rockwell Automation à l'échelle mondiale.
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Au sein de Global Market Access, l'équipe Global Distributor Partner pilote la gestion globale des distributeurs, la stratégie, les programmes, les politiques et la performance. Le Global Distributor Partner Manager (H/F) assure le leadership stratégique d'un ou plusieurs distributeurs mondiaux, en garantissant un alignement fort entre le siège du distributeur et les équipes régionales Rockwell. Ce rôle développe des stratégies et programmes dédiés aux distributeurs, définit les priorités d'exécution adaptées à leur modèle économique et renforce le partenariat pour accroître la croissance et les capacités de création de marché.
La personne occupant ce poste sera principalement responsable de la gestion d'un distributeur mondial Top‑Tier, ainsi que d'autres distributeurs selon les besoins.
Vous serez rattaché(e) au Directeur des Partenaires Distributeurs Globaux et travaillerez selon un modèle hybride basé à Paris, en France.
Vos responsabilités
- Aligner les actions avec la direction du distributeur sur l'ensemble des dimensions de son organisation.
- Développer des relations de confiance, mutuellement bénéfiques, générant des résultats positifs pour Rockwell et le distributeur.
- Comprendre les capacités et plans stratégiques du distributeur sur 3 à 5 ans et les aligner avec les priorités business de Rockwell.
- Influencer le distributeur afin qu'il investisse financièrement dans la marque pour soutenir la croissance à long terme.
- Exécuter les initiatives stratégiques de Market Access en collaboration avec les équipes dirigeantes du distributeur à l'échelle mondiale.
- S'assurer que le distributeur investit dans les capacités de création de marché et atteint les objectifs liés au modèle de rémunération évolutif, au modèle de compétences et aux objectifs écosystème.
- Être l'ambassadeur du distributeur au sein de Rockwell, et l'ambassadeur de Rockwell auprès du distributeur.
- Travailler avec la direction du distributeur pour garantir l'existence de plans de succession et développer les futurs leaders via leur participation aux task forces Rockwell et aux Distributor Advisory Councils.
- Développer des plans de montée en compétences pour garantir au distributeur des capacités techniques et commerciales solides, y compris au‑delà du plan annuel standard.
- Atteindre les objectifs de ventes mondiaux et régionaux.
- Piloter la performance du distributeur pour assurer une exécution cohérente sur l'ensemble des zones géographiques.
- Organiser des revues stratégiques de performance avec la direction du distributeur, incluant benchmark concurrentiel, mix produits, satisfaction client, score CPM et performance financière.
- Garantir que le distributeur promeut efficacement la marque Rockwell Automation, en digital comme en agences physiques, conformément aux standards globaux.
- Piloter l'alignement des équipes régionales Market Access avec la stratégie du distributeur.
- Produire un résumé mensuel d'activité et une mise à jour trimestrielle détaillée à destination des équipes Rockwell mondiales.
- Construire une supervision stratégique du planning annuel, reliant les priorités du siège du distributeur aux équipes terrain Rockwell ; suivre et mesurer l'avancement.
- Créer des plans business conjoints avec objectifs co‑gérés,
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