Account Manager, Industry

Locations

• Davenport, Iowa, United States
• Des Moines, Iowa, United States
• Ottumwa, Iowa, United States
• Omaha, Nebraska, United States
• Carrol, Iowa, United States
• Eddyville, Iowa, United States

Rockwell Automation is a global technology leader focused on helping the world's manufacturers be more productive, sustainable, and agile. With more than 28,000 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!

The Industry Account Manager is responsible for the development and implementation of sales strategies and plans to meet or exceed annual sales goals and grow market share. This individual is responsible for establishing and maintaining executive‑level relationships at assigned accounts and growing customer spend with Rockwell Automation by clearly defining business value and aligning our capabilities to the customer's desired outcomes.

You will report to the Industry Sales Manager and work remote out of Iowa.

• Own the account strategy within assigned accounts and communicate to extended teams on an account‑by‑account basis.
• Establish executive level relationships within the customer base and understand customer processes, business drivers, and organizational model.
• Establish a trusted advisor relationship with customers, understand customer processes, business drivers, and organization model while providing guidance on customer's strategic initiatives.
• Follow the Rockwell Automation sales process: know assigned accounts, plan for growth, maintain a healthy funnel, drive opportunities to closure and evaluate performance to goal.
• Understand the industry (applications, standards/regulations, drivers and trends), the customer's organization and desired business outcomes and Rockwell Automation offerings and delivery mechanisms as well as partner capabilities relevant to assigned accounts.
• Provide application knowledge and industry expertise. Manage sales activities according to Rockwell Automation's outcome‑based selling methodology.
• Proactively collaborate with the North America Regional Industry Managers.
• Qualify customer opportunities, engage the appropriate resources and coordinate the solution design to impact the customer's decision process and present solutions to the customer (value proposition).
• Bring the right resources to the table to impact the customer's decision process and present solutions to the customer.
• Coordinate Rockwell Automation account team, senior management, and a technical engagement team (domain experts) to plan for and win identified opportunities.
• Maintain accurate assessment of target and opportunity funnel within the Salesforce Customer Relationship Management system.
• Teams with corporate Contracts and Negotiations group to come to terms with customers.
• Negotiate contract terms and conditions (T&Cs), pricing, discounts and allowances.
• Support customer/internal account reviews.
• Set and help manage internal/external partner expectations.

• Bachelors degree or equivalent years of experience
• Legal authorization to work in the U.S. We will not sponsor individuals for employment visas, now or in the future, for this job opening.
• The ability to travel 50% of the time.
• A valid driver’s license.

• 5 years’ experience in outcome‑based selling techniques
• 5 years of account management experience selling into focus industries such as F&B, CPG, Life Sciences, or heavy industry
• IIOT, Digital Transformation, and Industry Experience
• Prior experience in technical sales, industrial distribution, manufacturing operations, systems integration or an engineering firm, or graduate of the Rockwell Automation Sales Training Program
• Experience working with all levels of an…