Director, Digital Technology Partnerships - San Jose

Company: ABB
Location: San Jose , California, United States
Type: Full-time
Posted: 02.NOV.2018


ABB is a Global 500 company, headquartered in Zurich, Switzerland, and is one of the world's leaders in Industrial Automation. Customers ser...


ABB is a Global 500 company, headquartered in Zurich, Switzerland, and is one of the world's leaders in Industrial Automation. Customers served by ABB represent the most innovative organizations in Renewable and traditional Energy, Marine, Transportation, Infrastructure (e.g., Electric Vehicle Fast Charging), Manufacturing and Industry worldwide. ABB's "next level strategy" is focused on a quantum leap in digital and capturing the value at stake in the Industrial Internet of Things (IIoT). Conservative estimates suggest that existing IIoT solutions represent a $988 billion savings opportunity for ABB customers, and conservative estimates indicate this alone represents a $20 billion opportunity for ABB. To capture the growth opportunities represented by the Industrial Internet of Things, ABB established a global digital team to develop and deliver the digital platform as well as manage global strategic partnerships. This role will focus on developing and managing a core ecosystem of technical partners (ISV's) as well as take on a small set of system integrator partners and the strategy around system integrators for digital offerings at ABB. The role will report directly to the Global VP of Digital Partnerships based in Zurich


• Develop small ecosystems of technology partners in key digital areas such as Analytics, Digital Twin, Augmented Reality, cyber security, Blockchain, Connectivity.
• Develop the governance to assess the partner ecosystem, onboarding criteria and approvals, and resource requirements for ongoing management of the partners
• Develop and implement relevant metrics and scorecards for the life cycle of those partners
• Manage approved partners, establish governance (NDAs, framework agreements, commercial models), and track progress against defined metrics
• Gain adoption of the partners across ABB business units (> 20)
• Develop and implement a cadence to identify next gen key technology areas to enable the creation of enhanced digital solutions in collaboration with the ABB divisions, business units, ABB research, and ABB Technology Ventures
• Deeply collaborate with ABB research, ABB Technology Ventures, M&A, Legal, IS, the divisions and business units in the selection phase and potential deeper business model evaluations (JV, Investments, Acquisition)
• Manage a small set of System Integrators (SI) and development partners, and promote broad adoption of those across the business units and the field
• Develop a global SI strategy to support the creation and delivery of ABB digital solutions with business units and customers
• Collaborate with marketing and communications teams to scale the ABB Ability™ digital messaging of your partners internally at ABB, externally to customers and through partner channels
• Be a brand ambassador and Thought Leader representing ABB in relevant industry conferences, including those hosted by partners


• Broad knowledge of the B2B software space in many / most of the defined topics
• Knowledge of the software startup space in minimum 1 region including understanding of funding mechanisms (eg VC's, corp funding)
• Understanding of emerging technologies/business models
• Proven ability to manage partnerships and ability to develop win/win strategies as well as strong execution skills
• Excellent written, visual, and in-person communication in English
• Strong focus on cross-functional collaboration/ team player
• Ability to deal well with ambiguity
• Experience working with a large, global company across multiple geographies and industries Experience in technology-enabled solutions for Industrial sectors
• Bachelor/Master Degree in Computer Science with 15 years of work experience
• International Travel up to 25%

Apply Now


Free eBook

Loader2 Processing ...