Account Manager, Industry
Rockwell Automation
full-time
Posted on:
Location Type: Remote
Location: Iowa • New York • United States
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About the role
- Owns the account strategy within assigned accounts and communicates to extended teams on an account-by-account basis.
- Establishes executive level relationships within the customer base and understands customer processes, business drivers and organizational model.
- Establishes a trusted advisor relationship with customers, understands customer processes, business drivers and organization model while providing guidance on customer's strategic initiatives.
- 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.
- Provides application knowledge and industry expertise.
- Manages sales activities according to Rockwell Automation's outcome-based selling methodology.
- Proactively collaborates with the North America Regional Industry Managers.
- 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).
- Brings the right resources to the table to impact the customer's decision process and presents solutions to the customer.
- 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 Salesforce 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.
- Supports customer/internal account reviews.
- Sets and helps manage internal/external partner expectations.
Requirements
- Bachelors degree or equivalent years of experience
- Legal authorization to work in the U.S. We will not sponsor individuals for employment visas, now or in the future, for this job opening.
- The ability to travel 50% of the time.
- A valid drivers license.
- 5 years' experience in outcome-based selling techniques
- 5 years of account management experience selling into focus industries such as F&B, CPG, Life Sciences, or heavy industry IIOT, Digital Transformation, and Industry Experience
- Prior experience in technical sales, industrial distribution, manufacturing operations, systems integration or an engineering firm, or graduate of the Rockwell Automation Sales Training Program
- Experience working with all levels of an industrial automation plant (customer) including VPs, plant engineers and OEM machine builders.
Benefits
- 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 enjoy a work schedule that can be flexible with your personal life.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
outcome-based selling techniquesaccount managementtechnical salessystems integrationmanufacturing operationssalesforce CRMsolution designcontract negotiationcustomer relationship management
Soft Skills
relationship buildingcommunicationcollaborationstrategic thinkingcustomer engagementnegotiationorganizational skillstrust building
Certifications
Bachelors degreeRockwell Automation Sales Training Program