Job Description

• 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 Chemical, Oil and Gas 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 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.
• Obtains agreements and prices to support the proposal effort.
• 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).

Basic Qualifications:

• Bachelor's degree
• 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.

Preferred Qualifications:

• Bachelor of Science degree in an Engineering discipline or Operations Management.  Additional business-related degree/experience preferred.
• Prior experience in technical sales, industrial distribution, manufacturing operations, systems integration or an engineering firm, or graduate of the Rockwell Automation Sales Training Program:
  • Sales Account Manager Level 2 - 2 years
  • Sales Account Manager Level 3 - 5 years
• Experience working with all levels of an industrial automation plant (customer) including VPs, plant engineers and OEM machine builders.
• Software Sales Experience
• Valid driver's license.
• Ability to travel locally greater than 50% of time.

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 (see application details).