Job Description
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
Customers. They are integral on why we wake up energized to do our best every day. They are the reason we develop our technology – unmatched products, information software and solutions that solve real problems and expand human possibility. So, we are hiring a Strategic Account Manager to join our North America Sales organization and help ensure we're making our customers' lives easier, more productive and more successful.
Beyond technology, the differentiator here is your relationship-building skills. How you embrace collaboration with people will create your success in this role. You will develop and implement sales strategies and plans that will meet, or better yet, exceed annual sales goals and grow our market share. It is your ability to influence executive-level decision makers that will make the difference. You will nurture the customer relationships and identify opportunities for growth. Our strategic accounts typically have multiple locations, so you will need to maintain broad customer relationships. You will report to the Industry Sales Manager, Discrete and may work remotely. Because you have demonstrated how our products, information software and solutions will benefit the customers operation and bottom line, those customers will rely on you for answers and future solutions – and grow their spend with us.
Your Responsibilities:
- 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).
How You Work:
- Build customer relationships and provide customer-centric solutions.
- Apply knowledge of business and the marketplace to promote our goals.
- Make sense of complex, high quantity, and sometimes contradictory information.
- Hold self and others accountable to meet commitments.
- Develop and deliver multi-mode communications that convey a clear understanding of the needs of different audiences.
- Build relationship networks inside and outside of our organization.
- Relate openly with diverse groups of people.
- See ahead to future possibilities and translating them into new strategies.
- Use compelling arguments to gain the support and commitment of others.
- Build partnerships and work with others to meet shared goals.
The Essentials - You Will Have:
- Bachelor's degree or Equivalent Years of Relevant Work Experience
- Legal authorization to work in the U.S. We will not sponsor individuals for employment visa, now or in the future, for this job opening.
- A valid driver's license.
- The ability to travel up to 40% of the time to customers.
The Preferred - You Might Also Have:
- Bachelor of Science degree in an Engineering discipline. Additional business related degree/experience preferred.
- Minimum 5 years' experience Software industry experience
- Prior experience in technical sales, industrial distribution, systems integration or an engineering firm, or graduate of the Rockwell Automation Sales Training Program
- 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
- Software Industrial experience required
What We Offer:
- Health Insurance including Medical, Dental and Vision
- 401k
- Paid Time off
- Parental and Caregiver Leave
- Flexible Work Schedule where you will work with your manager to set a schedule flexible with your personal life.
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To learn more about our benefits package, please visit at www.raquickfind.com.
We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.
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.
For this role, the Total Target Compensation is from $146,880.00 - $220,320.00 of which 60% is base salary and 40% is variable. Our benefits for the US can be found
here
. Actual pay will be based on factors such as skills, knowledge, education, and experience. Rockwell Automation is an Equal Opportunity Employer including disability and veterans.
If you are someone with a disability and you need assistance or reasonable accommodation during the application process, please contact our services team at +1 (844) 404-7427.
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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) 404-7247.
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