Senior Account Manager

SENIOR ACCOUNT MANAGER
(AUTOMATION, INFORMATION & OPERATIONS TECHNOLOGY SOLUTIONS)

Proconex is continuing to expand our capabilities around the digital transformation space for automation and industrial IT applications. We are motivated to identify those that share our passion and can mirror the level of energy we put into ensuring that we remain on the cutting edge of the industry and true partners in success with our customers’ compliance, productivity and manufacturing intelligence initiatives.
The ideal sales leader must be a value communicator and act as a client partner by leveraging expertise and experience in the customers’ businesses to facilitate an increase in the volume, speed, and certainty of the projects, systems, and compliance assurance they deliver to their business.  Experience with developing solutions-based opportunities around industrial software products and consultancy services is required.

PRINCIPAL DUTIES AND RESPONSIBILITIES

Understanding the Customer

• Maintains a high degree of industry knowledge and awareness to include but not limited to staying in tune with trends, technology advancement, and significant accomplishments by others in the space.  Hold an awareness around the state of the competition, significant events related to our business and the customers’ businesses.
• Identify, establish and maintain a professional business relationship with managers who influence the selection of our solutions.
• Manage accounts by having a thorough understanding of the customers’ business, including the products and processes, markets served, key customers, industry dynamics that effect the customers’ business and events that influence the customers’ profits.
• Identify the customers’ Critical Success Factors and key initiatives in order to support development of account plans, sales strategies, and project justifications.
• Ability to move amongst corporate and site decision makers in matrixed organizations to identify CapEx and OpEx spend as leading indicators of total opportunity.

Understanding the Proconex Offering

• Understand Proconex product and service offerings.
• Maintain knowledge of Proconex success stories delivered to other customers.
• Maintain an understanding of Proconex’s partner organizations and their ability to impact the sales and total solutions delivery to the customer.
• Understand Proconex’s future plans and the potential impact on customer operations.
• Understand Proconex’s key strengths and weaknesses when compared to the competition.

Understanding and Selling the Solution

• Identify recurring challenges within the industry and complete a thorough diagnosis to understand requirements and potential solutions.
• Select those problems which can be solved using Proconex products and services.
• Prioritize solution options and describe strengths and weaknesses of different alternatives.
• Develop the business value messages offered by the solution alternatives.
• Communicate and Sell the Solution.
• Lead the identification and qualification of selected opportunities.
• Develop, implement, and maintain an account strategy that maximizes the profit generation for Proconex, including crafting a value proposition for continuous improvement that sustains the business relationship.
• Communicate, in business terms, how Proconex solutions address customers’ “pain”.
• Close the business by gaining acceptance that the selected solution can be provided by Proconex or in collaboration with partners.
• Hold accountability for providing solutions of uncompromising quality and value to the customer. 

EDUCATION AND EXPERIENCE

• Bachelor’s Degree in a technical discipline is preferred.
• A minimum of 5 years selling experience with demonstrated results calling on middle level and upper level managers in the manufacturing process industries, laboratory and/or information technology organizations.
• Demonstrated success with generating business for products and services associated with the implementation and integration of Level 2, 3, & 4 Industrial IT systems such as PLC, DCS, MES, and enterprise level data analytics / operational intelligence software.
• Up-to-date with new technologies around process automation and/or the IIoT / Digital Transformation space.
• Exposure to life sciences, cell and gene therapy production, single-use technologies, and IIoT integrated environments is desirable.
• Ability to market products, resource-based solutions as well as capital project offerings.
• Direct operations or engineering experience within the industry is desirable.
• Possess an image and stellar presentation/communication skills commensurate with the sophisticated existing and target customer base.