The Information Solutions Sales Executive (ISSE) is responsible for direct sales of Rockwell Automation's IS portfolio within his/her assigned Vertical Industry or Geographic Territory. The ISSE is responsible for the development and execution of sales strategies and ownership of all sales responsibilities for Manufacturing Execution Systems (MES), Enterprise Manufacturing Intelligence (EMI), and Information Solutions (IS) software/services to meet/exceed sales goals.
PRINCIPLE DUTIES AND RESPONSIBILITIES
Achieve IS revenue targets for Vertical or Geography
Produce IS revenue for Software, Services, and Maintenance.
Monitor & report revenue and pipeline results weekly via CRM tool for assigned Verticals or Geographies to ensure performance goals are met.
Set and drive consistent Disciplined Sales Process.
Develop and Coordinate the IS sales strategy for IS pursuits within assigned Vertical or Geography.
Responsible for closing deals while leveraging/managing the broader RA sales teams.
Utilizes Value Selling techniques to quantify project ROI and structure commercial deals accordingly.
Determine, plan and communicate project delivery options (SSB, SW or SI) within Vertical or Geography.
Personally cultivate champions at Executive, LOB, IT, and Operational levels.
Serve as the primary interface with Information Solutions Providers and the joint Go to Market and sales engagement strategy.
Serve as primary liaison between customers, RA sales teams, and appropriate business units to insure efficient and effective communications and information flow from business development activities.
Develop strong business & financial knowledge of IS Initiative and its impact on potential business. Demonstrate understanding of IS trends and their impact on business decisions in assigned Vertical or Geography and clearly communicate this knowledge to extended sales teams.
Identifies key competitive accounts and establishes and implements conversion strategies.
Ensures thorough familiarity with policies and procedures relating to standards of business conduct and trains/motivates teams in the importance of full compliance with the letter and spirit of such policies and procedures.
Degree in Business or Engineering or 4 years quivalent experience.
A minimum of 8+ years of related experience in direct sales of Information Solutions with proven track record in achieving results (preferred industries sold into: Automotive, Discrete Manufacturing , CPG).
Demonstrated ability to drive and manage complex, solutions-based sales process and sell concepts.
Proven track record of having established and maintained business level relationships with prospects/customers at the Executive, LOB, IT, and Operational levels.
Architecture and Software
Sales, Services, and Solutions
Chicago - Illinois
Automotive, Entertainment, Fibers & Textiles, Food & Beverage, Household & Personal Care, Infrastructure, Life Sciences, Marine, Metals, Mining, Minerals & Cement, Oil & Gas, Power Generation, Print & Publishing, Pulp & Paper, Semiconductor & Electronics, Tire & Rubber, Water Wastewater
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