• Owns the account strategy within assigned accounts and communicates to extended teams on an account by account basis.

• Establishes strong relationships at all organizational levels within the customer base and understands customers' processes, business drivers and organizational models.

• Follows the Rockwell Automation sales process: knows assigned accounts, plans for growth, maintains a healthy funnel, drives opportunities to closure and evaluates performance to goal.

• Understands the industry (applications, standards/regulations, drivers and trends), the customer's organization and desired business outcomes and Rockwell Automation offerings and delivery mechanisms as well as partner capabilities relevant to assigned accounts.

• Understands appropriate industry and/or OEM segment, customer and Rockwell Automation/partner capabilities

• Follows Rockwell Automation sales process.

• Proactively collaborates with the North America OEM team Segment Leaders and/or Regional Industry Managers.

• Manages sales activities according to Rockwell Automation's outcome-based selling methodology.

• Qualifies customer opportunities, engages the appropriate resources and coordinates the solution design to impact the customer's decision process and presents solutions to the customer (value proposition).

• Coordinates Rockwell Automation account team, senior management and a technical engagement team (domain experts) to plan for and win identified opportunities.

• Maintains accurate assessment of target and opportunity funnel within the Dynamics Customer Relationship Management system.

• Teams with corporate Contracts and Negotiations group to come to terms with customers.

• Negotiates contract terms and conditions (T&Cs), pricing, discounts and allowances through distributor.

• Supports customer/internal account reviews.

• Sets and helps manage internal/external partner expectations.

• Ensures thorough familiarity with company policies and procedures. Appropriately applies policies and procedures in compliance with government laws. Policies and procedures include, but not limited to: Standards of Business Conduct, Intellectual Property, Control Environment, Information Protection, ISO 9000 & 14000, government regulations (e.g. health, safety, quality and environmental).

#LI-MM1

EOE, M/F/Disabled, Vet