The Initiative Account Manager is responsible for establishing executive level relationships at assigned accounts and engaging in market making opportunities through the development and implementation of outcome-focused sales strategies and plans. This individual will acquire new business to meet or exceed annual sales goals and grow market share.
Owns the account strategy for new and incremental growth within assigned accounts and communicates to extended teams on an account by account basis.
Identifies, builds and leverages relationships with executives within assigned accounts through direct sales and business development activities
Establishes a trusted advisor relationship with customers, understands customer processes, business drivers and organization model while providing guidance on customer's strategic initiatives
Builds and deploys funnel growth plans to identify, prioritize, and works towards new client acquisition
Manages lead follow-up activities within assigned accounts, and utilizes a driven mindset to continuously identify new prospects
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.
Creates customer business outcomes by translating application knowledge, industry expertise/best practices and development of high-level strategies
Represents Rockwell Automation capabilities and establishes new accounts and revenue and develops account penetration plans to increase customer share in assigned initiatives.
Persists in the face of obstacles through collaboration with multiple cross-functional internal and external teams to design and deliver effective, customer-focused solutions.
Proactively collaborates with the North America Regional Industry Managers and OEM Segment Leaders.
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).
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. Obtains agreements and prices to support the proposal effort. Negotiates contract terms and conditions (T&Cs), pricing, discounts and allowances.
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).
Bachelor's degree or equivalent experience
Ability to travel locally 50% of time or more
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.
Valid driver's license.
Software industry experience
Prior experience in technical sales, industrial distribution, manufacturing operations, systems integration, or an engineering firm
Experience working with all levels of an industrial automation plant (customer) including VPs, plant engineers and OEM machine builders.
Demonstrated ability to sell at the senior management & executive levels and convey Rockwell Automation's products & services in a manner which demonstrate tangible economic value.
Global sales experience.
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 (844) 404-7427.
Internal Number: R21-5193
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.