Account Manager, Industry

Industry Account Manager

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!

The Industry Account Manager is responsible for the development and implementation of sales strategies and plans to meet or exceed annual sales goals and grow market share. This individual is responsible for establishing and maintaining executive-level relationships at assigned accounts and growing customer spend with Rockwell Automation by clearly defining business value and aligning our capabilities to the customer's desired outcomes. You will report to the Industry Sales Manager and work remote out of Louisville, Kentucky.

What you'll do :

• 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.

The essentials - you will have :

The preferred - you may also have :