Global 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 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 Global Account Manager represents Rockwell Automation's comprehensive product and solution portfolio to a Global Account customer who has made a substantial business commitment. This individual is responsible for global partnership development with the Global Account's corporate influence points and can articulate Rockwell Automation's value propositions at an executive customer level. They are accountable for regular communications and extended team leadership enabling worldwide geographic Rockwell Automation sales/support to increase the scope of our product line & services penetration. Facilitates communications between the Global Account and the Rockwell Automation Product Groups/Business Units.

Who 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 28,000 problem solvers dedicated to our customers in more than 100 countries.

What You Will Do:

• Represent all of Rockwell Automation's products & services well (capable breadth), and periodically must augment skills with additional competency to support customer-critical products & services (selective depth)
• Interact comfortably with the Global Account at senior management & executive levels and convey Rockwell Automation's products & services in a manner that demonstrates tangible economic value, linked to customer business drivers and key performance indicators, and based upon elements of competitive advantage, strategic positioning, shared goals & risks and profitability impact.
• Effectively promote business growth through indirect management of extended teams, affording a balanced selling effort at multiple customer levels of the Global Account. Must be able to team with, find compromise, and build consensus with Field Sales Management, during the process of leveraging the extended geographic sales team.
• Develop a trust-based, mutually beneficial relationship with principal customer sponsors of the Global Account. Must mature and formalize Global Account relationship expectations and address all Rockwell Automation products & services with a growth strategy for each that maximizes "customer share" across all global regions.
• Quickly qualify opportunities in order to efficiently deploy Rockwell Automation resources on high potential activities.
• Ensure that the Global Account has access to all Rockwell Automation resources by establishing excellent working relationships with the product groups/business units, geographic sales management, international and senior management.
• Participate in the Global Account's manufacturing, planning, and implementation teams to provide control/information input at an early stage, and via this participation, recommend strategies/tactics to Rockwell Automation that will benefit the Global Account.
• Identify new growth opportunities in products and services for the mutual benefit of Rockwell Automation and the Global Account.
• Provide the annual plan for the Global Account in coordination and cooperation with geographic Rockwell Automation sales/support offices world-wide and communicate this plan within Rockwell Automation and to the Global Account, including regular progress throughout the year.
• Work with the Global Account to expand Rockwell Automation's presence globally, and to deliver consistently across geographic boundaries.
• An Enterprise Account Manager must develop an understanding of the global eco-system that supplies machines and services to the Enterprise Account. This includes machine builders, system integrators, EPC's and panel shops. The enterprise account manager must work in partnership with local geographic sales teams to maximize Rockwell content with the global eco-system.
• Must be willing to travel to personally communicate Global Account relationship objectives to extended teams, and to engage in strategic Global Account growth opportunities directly with remote resources.
• With Global Account active participation and approval, must periodically define mutually agreeable opportunities to leverage Global Account applications or solutions and communicate/publish these successes as 'reference stories' for industry/global selling efforts.
• Must model the capabilities of an 'Executive Sales Professional' to sales colleagues and be a mentor when appropriate.
• Ensures through 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).

This is a summary of the position's responsibilities and does not reflect the entire scope of work expectations.

Basic Qualifications:

• Bachelor degree or equivalent years of relevant work experience
• 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.
• Valid driver's license.
• Ability to travel domestically and internationally 40-60% of the time

Preferred Qualifications:

• Bachelor of Science degree in an Engineering discipline
• Typically requires a minimum of 8 years prior experience in technical sales.
• Prior experience in technical sales, industrial distribution, systems integration or an engineering firm, or graduate of the Rockwell Automation Sales Training Program
• Applied experience in one or more areas related to selling control/information solutions into our target industries, or supporting same, and/or production/process engineering experience, manufacturing operations experience or similar work, either from within the Rockwell Automation organization or in similar industry
• 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 preferred
• Proximity to a major airport is preferred
• Industry Experience: Working knowledge of Industry 4.0 and Internet of Things technologies. IOT / IIOT / Software / Annual Recurring Revenue-Subscription model type of experience. Working with all levels of a manufacturing enterprise - CxO, operations leadership, technical leadership, plant leadership and OEM machine builders. Demonstrated ability to sell at the senior management & executive levels, focusing on the business outcomes and demonstrating the tangible economic value of our products, information software & service
• Communicates Effectively, Builds Networks, Action Oriented
• Customer Focus, Strategic Mindset, Business Insight, Drives Results, Global Perspective
• Manage Complexity, Ensures Accountability, Interpersonal Savvy, Collaborates, Manages Ambiguity

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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.