Position can be Located Anywhere in the Eastern or Central Region
Represent all of Rockwell Automation's products & services well (capable breadth), and periodically must augment skills with additional competency to support customer-critical products & services (selective depth)
Interact comfortably with the Strategic Account at senior management & executive levels, and convey Rockwell Automation's products & services in a manner that demonstrates tangible economic value, linked to customer business drivers and key performance indicators, and based upon elements of competitive advantage, strategic positioning, shared goals & risks and profitability impact.
Effectively promote business growth through indirect management of extended teams, affording a balanced selling effort at multiple customer levels of the Strategic Account. Must be able to team with, find compromise, and build consensus with Field Sales Management, during the process of leveraging the extended geographic sales team.
Develop a trust-based, mutually beneficial relationship with principal customer sponsors of the Strategic Account. Must mature and formalize Strategic Account relationship expectations and address all Rockwell Automation products & services with a growth strategy for each that maximizes "customer share" across all global regions.
Quickly qualify opportunities in order to efficiently deploy Rockwell Automation resources on high potential activities.
Ensure that the Strategic Account has access to all Rockwell Automation resources by establishing excellent working relationships with the product groups/divisions, geographic sales management, international and senior management.
Participate in the Strategic Account's manufacturing, planning, and implementation teams to provide control/information input at an early stage, and via this participation, recommend strategies/tactics to Rockwell Automation that will benefit the Strategic Account.
Identify new growth opportunities in products and services for the mutual benefit of Rockwell Automation and the Strategic Account.
Provide the annual plan for the Strategic Account in coordination and cooperation with geographic Rockwell Automation sales/support offices worldwide, and communicate this plan within Rockwell Automation and to the Strategic Account, including regular progress throughout the year.
Work with the Strategic Account to expand Rockwell Automation's presence globally, and to deliver consistently across geographic boundaries.
Must be willing to travel to personally communicate Strategic Account relationship objectives to extended teams, and to engage in strategic Global Account growth opportunities directly with remote resources.
With Strategic Account active participation and approval, must periodically define mutually agreeable opportunities to leverage Strategic Account applications or solutions and communicate/publish these successes as 'reference stories' for industry/global selling efforts.
Must model the capabilities of an 'Executive Sales Professional' to sales colleagues, and be a mentor when appropriate.
Ensures through 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).
Bachelor's degree or equivalent experience
Legal authorization to work in the US is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.
Bachelor of Science degree in an Engineering discipline. Additional business related degree/experience preferred.
Prior experience in technical sales, industrial distribution, systems integration or an engineering firm
Applied experience in one or more areas related to selling control/information solutions into our target industries, or supporting same, and/or production/process engineering experience, manufacturing operations experience or similar work, either from within the Rockwell Automation organization or in similar industry
Ability to sell at the senior management & executive levels, and convey Rockwell Automation's products & services in a manner which demonstrate tangible economic value
Global sales experience preferred
Working knowledge of Industry 4.0 and Internet of Things technologies
IOT / IIOT / Software / Annual Recurring Revenue-Subscription model type of experience
Working with all levels of a manufacturing enterprise - CxO, operations leadership, technical leadership, plant leadership and OEM machine builders
Demonstrated ability to sell at the senior management & executive levels, focusing on the business outcomes and demonstrating the tangible economic value of our products, information software & service
Valid driver's license.
Ability to travel domestically and internationally 50% of time.
This is a summary of the position's responsibilities and does not reflect the entire scope of work expectations.
EOE, M/F/Disabled, Vet
We are an Equal Opportunity Employer including disability and veterans.
If you are an individual with a disability and you need assistance or a reasonable accommodation during the application process, please contact our services team at +1 (844) 404-7427.
Internal Number: R21-6058
About Rockwell Automation
Rockwell Automation is the largest company in the world dedicated to industrial automation and information. Here, we connect the imaginations of people with the potential of technology to make the world more intelligent, more connected and more productive.
From improving the production of medicines that boost human health to reducing waste in an oil and gas plant, the work we do changes how we live. We truly believe we are doing things never before possible. And we need the brightest minds to help make that happen – the makers, the forward thinkers, the problem solvers.
Join a team of more than 23,000 global employees in 100+ countries as we work together to expand human possibility.