This position will be responsible for consistently driving complex, mulit site Global Enterprise program development to achieve order and revenue goals for the Connected Services Business suite of offerings assigned territory. This includes, but is not limited to selling Industrial Networking and Data Center Infrastructure Systems, Compute Assessments, Designs, Implementations, Cyber Security offerings (Risk assessments, iDMZ's, Continuous Threat Detection and End Point Protection) and associated Comprehensive Managed Services. The role requires a proven track record of leading and executing complex sales pursuits as well as client based executive level engagement/consulting. This individual must demonstrate collaboration and cross functional leadership skills, as their responsibilities will also include working with sales territories, sales management, business unit domain experts, and strategic partners to Rockwell Automation. Global collaboration, project coordination, market access and strategy planning will be needed as required
Achieve Rockwell Automation Connected Services Global sales targets (Network and Security Services and ARR), and meet business plans for Industrial Infrastructure, Virtualization, Cyber solutions and Managed Services Contracts using a discipline sales process within targeted Enterprise and Strategic accounts.
Develop new Enterprise and Strategic Global Programs utilizing Network and Security Services and Managed Services
Ensure Global commercial consistency during complex, multi region program pursuits
Regularly interface with Regional Commercial Managers to assist in complex pursuits
Serve as a mentor to the broader Regional Sales Specialist commercial
Serve as single point of contact for Enterprise Account Managers and coordinate global Enterprise commercial activity in conjunction regional Sales Specialist teams
Directly responsible for meeting and exceeding quota by actively negotiating and bringing opportunities to closure while working with the broader matrixes Rockwell Automation sales teams.
Develop and manage an accurate sales forecast and pipeline of Connected Services opportunities and other related solutions.
Work with Technical Service Engineers/Solution Architects and Connected Services Proposal Solution Consultants/Leads to develop the Scope of Supply, Bill of Materials, and Contract Requirements for proposals.
Leverage Global Sales & Marketing selling resources for target opportunity identification and access. Serve as the primary liaison between customers, regional sales team members and Rockwell Automation Connected Services to ensure efficient and effective communications and information flow from sales and pipeline development activities. Effectively translate technical terms into everyday language and properly manage expectations, both internally and externally.
Provide formal regular status reports to sales management which include forecast, pipeline and activity summary information. Monitor & report revenue and pipeline results weekly via CRM tool for assigned Verticals or Geographies to ensure performance goals are met.
Y\Understand products, technologies, and solutions centered on Networking, Infrastructure, Information Security, Virtualization, and Cyber Security Services to generate demand, develop and lead complex sales, close opportunities into revenue, and work within all vertical industries within the assigned region (e.g Oil and Gas, Mining, Life Sciences, Heavy Industries, Food and Beverage, Chemical)
Demonstrate and execute sales and business management processes, (Monthly/Quarterly/Annual Funnel Reviews, Target Account Progression, New Customer Generation, Financial Forecasting, Proposal Generation/Revenue Target Review)
Collect, analyze and communicate market data to produce growth strategies, target account planning, which includes deep understanding of competitive landscapes, trends, key wins/losses and service development needs to the BU product management teams.
Skills, Knowledge, Experience and Education
Bachelor's degree required. Preferably in Electrical Engineering, Mechanical Engineering, Industrial Engineering, Information Technology, or Computer Science.
Software Industry Experince
Minimum of 8 years of proven sales experience in consultative sales, track record of consistently meeting and exceeding sales goals.
Develop technical value propositions and demonstrating business and financial acumen, quantifying return on investment, Capital planning, Operational Budget management
Minimum of 8 years or more of Automation, Engineering Services or Manufacturing industry experience required.
Capable in leading and facilitating win strategy processes
Proven experience and demonstrated track record in developing account penetration, executive level selling, client based strategy creation, and execution of existing frameworks in place
Preferred - Expertise / certification in Cyber Security standards, such as ISO 27001, IEC 62443.
Must have strong communication & collaboration skills in order to work with Rockwell Automation Product Business Units, Solutions and Services Delivery Teams, Global Sales teams, Sales Leadership, and Key strategic partners.
High energy, driven and enthusiastic about opportunities to establish and implement new approaches.
Consistently achieving results even under tough circumstances. Ability to work in high visibility, high pressure situations.
Information Processing Capability (Factors of Complexity)
Understanding the complexity of a role enables you to match the right candidate to the role.
Achieve and exceed assigned targets against agreed upon business objectives.
Exercise judgment within defined procedures and practices to determine appropriate action.
Work in complex environments; and managing conflicting demands and expectations.
Implement and execute processes across business/function to achieve assigned goals.
Partner with business leaders across the business and geographic boundaries to support and manage change, while balancing local and global perspectives in reaching decisions.
Leverage business insights in proposing solutions and facilitating change.
Ability to manage multiple priorities and projects simultaneously, ensuring stakeholder expectations are managed appropriately.
Strong strategic thinking capability with the ability to develop a strategic plan for long term growth.
Accepts Role Requirements
Enthusiasm for relationship building and partnership across the organization at all levels.
Willing to serve as a mentor to less experienced Sales Specialists
Values working in a team-oriented culture and building consensus with stakeholders before making key decisions.
Holds oneself accountable for keeping commitments maintaining standards and achieving goals.
Must be willing and able to travel 50% - 75% within assigned territory.
Internal Number: R21-3337
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.