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Represent Rockwell Automations comprehensive product and solution portfolio to a Strategic Account customer who has made a substantial business commitment. Responsible for global partnership development with the Strategic Accounts corporate influence points and can articulate Rockwell Automations value propositions at an executive customer level. Accountable for regular communications and extended team leadership enabling worldwide geographic Rockwell Automation sales/support offices to increase the scope of our product line & services penetration. Facilitates communications between the Strategic Account and the Rockwell Automation Product Groups/Divisions.
Represent all of Rockwell Automations 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 Strategic Account at senior management & executive levels, and convey Rockwell Automations 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 Strategic Account. Must be able to team with, find compromise, and build consensus with Field Sales Management, during the process of leveraging extended geographic sales team.
Develop a trust-based, mutually beneficial relationship with principal customer sponsors of the Strategic Account. Must mature and formalize Strategic 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 Strategic Account has access to all Rockwell Automation resources by establishing excellent working relationships with the product groups/divisions, geographic sales management, international and senior management.
Participate in the Strategic 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 Strategic Account.
Identify new growth opportunities in products and services for the mutual benefit of Rockwell Automation and the Strategic Account.
Provide the annual plan for the Strategic Account in coordination and cooperation with geographic Rockwell Automation sales/support offices worldwide, and communicate this plan within Rockwell Automation and to the Strategic Account, including regular progress throughout the year.
Work with the Strategic Account to expand Rockwell Automations presence globally, and to deliver consistently across geographic boundaries.
Must be willing to travel to personally communicate Strategic Account relationship objectives to extended teams, and to engage in strategic Global Account growth opportunities directly with remote resources.
With Strategic Account active participation and approval, must periodically define mutually agreeable opportunities to leverage Strategic Account applications or solutions and communicate/publish these successes as reference stories for industry/global selling efforts.
Must model the competencies of an Executive Sales Professional to sales colleagues, and be a mentor when appropriate.
EOE, M/F Disabled, Vet
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