Job description
Rockwell Automation is a global technology leader focused on helping the world’s manufacturers be more productive, sustainable, and agile. With more than 25,000 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!
Job Description
Summary
The Digital Account Manager-Safety Services is responsible for the growth of a subset of Rockwell Automation’s assigned industry segment customer accounts, understanding the Rockwell ecosystem and working with partners to scale. The Digital Account Manager will perform his/her role primarily remotely and whenever needed will engage and work with a sales pursuit team (i.e., technical experts, customer success, etc.) to deliver the best customer experience along the remote sales cycle. This role will be accountable to revenue targets (including safety solutions-oriented targets) within Rockwell Automation’s Hybrid, Process and Discrete segments and is a catalyst for driving the segmented portfolio and as the portfolio evolves, these roles will further specialize to drive growth of our core hardware, software, services, and solutions offerings. This role will be responsible for gaining an understanding of the customer’s business needs and technology requirements, documenting the opportunity’s progress via CRM (Customer Relationship Management), and creating a compelling business solution(s) that meet the client’s needs and achieves their desired business outcomes. The Digital Account Manager will be the industry subject matter expert (SME) within assigned existing and new customer accounts. This role will also require an independent, small business owner’s approach to remote sales activities to ensure we expand our core and safety hardware, services and solutions into the white space and drive new business. To be successful the DAM (Digital Asset Management) must demonstrate a high degree of business acumen, technical knowledge, communication skills as well as a proven record of accomplishment of driving high valued business results as an independent consultant. The industry segments the DAM-SS will hunt in are Discrete, Process, and Hybrid segments. New Digital Account Managers are expected to be solely responsible for building their own sales pipeline and client relationships during their first year with Rockwell Automation.
What You Will Do
Able to call on clients to develop new business level relationships in order to increase Rockwell Automation's revenue share in assigned accounts.
Ability to perform the role remotely and be effective in generating new sales opportunities and close deals within assigned regional accounts
Drives to meet or exceed assigned revenue and target metric objectives within assigned accounts.
Consults with the customer with a high degree of Industry expertise and access to domain/technical knowledge and support in the areas of operational problem solving that will be required to create solutions to the customer’s problems.
Understands and incorporates Rockwell Automation’s outcome base selling philosophy and value proposition into everyday talk track with clients. Seen as the SME in presenting, promoting and solutioning within Rockwell’s extensive industry driven product portfolio linking services and technology to solve customer’s business requirements.
Ability to deliver a concise, well-written business case on the solution required for each account to include a financial executive summary.
Participates in frequent communication and documentation of activities and account status with internal/external stakeholders.
Responsible for pulling together the various solution components and experts to qualify and develop a design. Must be able to run the discovery and design from idea to implementation through close in assigned accounts and limited distribution partnerships.
Follows Rockwell's outcome-based sales process to ensure that projects are accurately scoped and delivered in line with customer expectations. Must prefer to work in and coordinating sales pursuit teams (pricing resources, domain experts, supply chain, distributor partners, etc.) often to ensure all pricing components have been included and the level of service is high and accurate.
Works independently or with other resources. Utilizes the internal sales tactics and relationship building to obtain additional resource expertise.
Primarily accountable for self-development, staying current with new and developing industry trends.
Proven ability to generate demand, develop and lead complex sales that involve multiple offerings, that produce Outcomes by addressing safety services/solutions business drivers
Encourages and builds positive relationships and communicates effectively with all co-workers and outside vendors. Routinely creates a supportive and positive work culture.
This is a summary of the position’s responsibilities and does not reflect the entire scope of work expectations.
Education, Experience, Skills, & Competencies
Basic Qualifications:
Four-year college degree preferred, or equivalent experience in a related field
Legal authorization to work in the US (United States) is required – we will not sponsor individuals for employment visas, now or in the future, for this job opening
Preferred Qualifications:
Hunter mentality and experience driving net, new revenue
Requires 5+ years demonstrated success acting as an industry/subject matter expert in solution sales
Experience in inside selling motion to a variety of accounts including Global, National, Major, and Industry Verticals.
Experience working within a technical selling environment.
Must have excellent presentation skills, both written and verbal, facing a variety of business audiences and personas.
Must be experienced in setting goals by defining and prioritizing specific, realistic objectives.
Deep market/competitor knowledge
Fluency in safety solutions/services offering portfolio
Fluency in EHS/plant safety functions
Safety certifications (ISO, OSHA, TUV, etc.) would be a noteworthy plus
Experience within Manufacturing vertical industries: Automotive, Life Sciences, Food & Beverage, Oil and Gas, Mining, Heavy Industries, Chemical, Warehousing / E-Comm, Water, Energy, and Household Products / Consumer Goods.
Familiar with services/hardware/technology providers in the safety solutions/services space: Brady, Master Lock, RiteHite, Accuform, Panduit, Hellerman Tyton, etc.
Ability to travel approximately 10% of your time (adjust based upon the reality of specific role)
This position is part of a job family. Experience will be the determining factor of position level and compensation.
#LI-BC1Who We Are
We are a global leader in industrial automation and digital transformation. We connect the imaginations of people with the potential of technology to expand what is humanly possible, making the world more productive and more sustainable. 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.
Headquartered in Milwaukee, Wisconsin, we employ approximately 23,000 problem solvers dedicated to our customers in more than 100 countries.
EEO Statement
Rockwell Automation is an Equal Opportunity Employer including disability and veterans.
If you are an individual with a disability and you need assistance or reasonable accommodation during the application process, please contact our services team at +1 (844) 404-7427.
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) 404-7247.
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