Represent Rockwell Automation's comprehensive product and solution portfolio to a Strategic Account customer in the Oil & Gas and Chemicals Industries who has made a substantial business commitment.
Responsible for global partnership development with the Strategic Account's corporate influence points and can articulate Rockwell Automation's value propositions at an executive customer level.
Accountable for regular communications and extended team leadership enabling worldwide geographic Rockwell Automation sales/support offices to increase the scope of our product line & services penetration.
Facilitates communications between the Strategic Account and the Rockwell Automation Product Groups/Divisions.
Represent all of Rockwell Automation's products & services (to critical Rockwell customer), and augment skills with additional competency to support customer-critical products & services.
Interact comfortably with the Strategic Account at senior management & executive levels, and convey Rockwell Automation's products & services in a manner which demonstrate 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 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 which 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.
Bachelor degree in engineering or other related technical field.
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 being particularly valued:
IOT / IIOT / Software / Annual Recurring Revenue-Subscription model type of experience including customer success organizations
Working with all levels of a manufacturing enterprise - CxO, operations leadership, technical leadership, plant leadership and OEM machine builders
Experience in interfacing and interacting with key stakeholders up to and including the C- Suite
Applied experience in one or more areas related to selling control/information products 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
Software Industry Experience
Proven ability to work/thrive within complex matrixed organizations
Global sales experience preferred
Sales management experience
Strong communication skills including written and presentation skills.
Language skills: English, + other European languages are a benefit.
Skills & Abilities:
Driving for Results
Inspirational Team Player
Ability to Influence (executing through others)
Proven Performer "under pressure" on accelerated growth and transformation (incl turn-around)
Vision (right balance between short term performance vs long term strategic alignment)
Customer intimacy (complex diverse and global stakeholder map)
Global sales experience mandatory
Diverse communication skills (social media, panels, corporate) and thought leader
Internal Number: R21-2988
About Rockwell Automation
When you choose Rockwell Automation, you join countless talented employees who have helped us establish our leadership position in the automation industry over the past century.
You join a diverse, inclusive and global community with a passion for innovation. A place where you can partner with great minds and inspiring people. And a corporation backed by the financial strength that drives growth – and career opportunities.
As much as we focus on our customers, we know our employees are key to our success and future. Helping you develop a rewarding career is a top priority. Because when you succeed, we succeed.