The Enterprise Account Sales Manager represents Rockwell Automation's comprehensive product and solution portfolio to an Enterprise Account customer who has made a substantial business commitment. This individual is responsible for global partnership development with the Enterprise 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 and services penetration. Facilitates communications between the Enterprise Account and the Rockwell Automation Product Groups/Business Units.
The Enterprise Account Sales Manager is responsible for the leadership of a sales team, resulting in sustained, aggressive sales and market share growth for assigned enterprise account/customer. This individual develops and implements sales strategies and plans, in collaboration with Industry leaders, to achieve strategic goals and objectives. Leads a team of Enterprise Account Managers. Executes a Disciplined Sales Process with account managers and partners to ensure sufficient opportunities exist to achieve or exceed annual sales goals. Develops strategies and plans to create new opportunities through global marketing programs, target accounts and other activities that create demand. Recruits, develops and effectively performance manages a competent and engaged staff capable of exceeding assigned annual sales goals within the enterprise account. Supports employee development by investing time and resources for both formal and informal training and executes development plans/opportunities for the team. Clearly articulates and teaches the Rockwell Automation Connected Enterprise message to Enterprise Account Managers. Develops and maintains key executive relationships for long term business success. Represent all of Rockwell Automation's products and services well (capable breadth), and periodically must augment skills with additional competency to support customer-critical products and services (selective depth) Interact comfortably with the Enterprise Account at senior management and executive levels and convey Rockwell Automation's products and 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 and 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 Enterprise 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 Enterprise Account. Must mature and formalize Enterprise Account relationship expectations and address all Rockwell Automation products and 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 Enterprise 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 Enterprise 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 Enterprise Account.
EOE, M/F/Disable, Vet #LI-JD1
Internal Number: 2677302
About Rockwell Automation
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