The Technology Consultant is a technical resource for Rockwell Automation technology and products within their area(s) of expertise, capable of articulating capability and benefits of portfolio to customers. Delivers proof of concept, after&pre-sales support, and is a trusted advisor to the sales organization and channel. They are responsible for technical support in presales activities for a specific range of products within a defined geography. The technology consultant will act as the technical product expert within the sales organization for customer pursuits. The Technology Consultant will augment Distributor Specialist capability in areas lacking coverage. When required, the Technology Consultant will assist in commercial marketing activities, interface with Product Business Units and the EMEA Commercial Engineering team, be the Point of contact for product and quality issues, provide post sales troubleshooting when needed, and act as a local interface with Tech Support.
Be the technical product expert and focal point in the region/country for the specific product range
Proactively facilitate and/or provide product based training to the sales force & channel.
Co-operate with the sales force in promoting the product range to existing and new customers with presentations, demonstrations, proof of concepts, performance tests and/or similar activities.
Generate and present proposals.
Define and articulate product differentiators and values versus competition.
Analyze competitive product lines, have knowledge of competitor's strategy, further define competitive differentiators.
Participate in trade shows, seminars and/or similar marketing activities, offering demonstrations and product expertise with customers where needed.
Support market access (Distributor & Systems Integrators) when appropriate to ensure their capability in articulating the value and demonstration of RA product or technologies
Assist Business Lead in launch of new products to the sales force and channel.
Validate and resolve compatibility issues of products within architectural solutions and provide guidance to customers/sales force.
Actively seek out and participate in both formal and informal training opportunities to continuously develop technical skills.
Update customers on new products and technology as related to customer's industry and application needs as a resource to the named account team.
Provide product gap and development feedback to appropriate business unit.
Share insights with regional and global peers.
Interface with Tech Support on post sales product issues.
Focus on opportunities that support Rockwell Automation's strategy.
Understand business models, organization and go to market strategy, leverage where appropriate
Knowledge of the industry strategies, familiarity with outcome-based selling.
Understands the business drivers and KPI's of the customer.
Keep sales and customer relationship management data up to date in tools (i.e. SFA), optimizing activities by using tools consistently.
Skills, Knowledge, Experience and Education:
Bachelor's degree in an engineering/technical related field or equivalent experience.
Able to articulate value of larger Rockwell Automation application value, without the need to demonstrate individual products with hands on demonstrations
Strong solution and application expertise, and related demonstrated sales experience.
Fluency in native language and strong command of English (written & spoken).
Ability to work with and gain confidence of senior level personnel (internal and external) in a highly collaborative, matrixed stakeholder organization.
Ability to resolve complex issues in creative and effective ways.
Ability to align and influence critical stakeholders.
Strong support of customer centricity. Understands the importance of demonstrating concern for satisfying customers. Passionate about developing goals to improve our customer experience.
Ability to set, be accountable for and achieve challenging targets.
Ability to influence, empower, coach and motivate others.
Ability to adapt communication style and messaging to different audiences.
Show confidence and composure when presenting to audiences of differing levels of an organization, including executives
Exhibits strong teamwork, customer service and organizational skills.
Acts courageously by sharing viewpoints openly and directly with others, providing relevant and timely information and feedback, as required.
Retain and convey a positive attitude in challenging circumstances.
Maintain a positive demeanor during periods of uncertainty, conflict and stress.
Remain open to ideas; integrates multiple perspectives in decision-making.
Information Processing Capability (Factors of Complexity):
Exercise judgment within defined procedures and practices to determine appropriate action.
Leverage business insights in proposing solutions and facilitating change.
Manage multiple priorities and projects simultaneously, ensuring stakeholder expectations are managed appropriately.
Ability to manage competing demands, accept criticism and constructive feedback, while being extremely adaptable and flexible.
Seek out and embrace relevant perspectives when assessing a situation or making a decision; demonstrate clear understanding of multiple viewpoints.
Distill information from disparate data sources and the capability to tell the 'story' behind it, as well as recommendations for next steps.
Accepts Role Requirements:
Influence and operate across a highly matrixed organization.
Demonstrate enthusiasm for relationship building and partnership across the organization at all levels.
Values working in a team-oriented culture and building consensus with stakeholders before making key decisions.
Actively pursues personal continuous learning, development of skills and knowledge in job-related technical and professional areas.
Actively participates in calls and meetings via phone or in-person, as needed.
Travel to customers within assigned geography will be required (mainly Italy)
Needs the ability to have a deep understanding in the following one or multiple areas:
Power Control - Focus on LV & MV PowerFlex and MCC - Power Quality & Energy Management
Rockwell Automation is the largest company in the world dedicated to industrial automation and information. Here, we connect the imaginations of people with the potential of technology to make the world more intelligent, more connected and more productive.
From improving the production of medicines that boost human health to reducing waste in an oil and gas plant, the work we do changes how we live. We truly believe we are doing things never before possible. And we need the brightest minds to help make that happen – the makers, the forward thinkers, the problem solvers.
Join a team of more than 23,000 global employees in 100+ countries as we work together to expand human possibility.