Solutions Specialist

Position and Location

Position: Services Specialist

Location: Regional

• Articulate the value of Rockwell Automation’s portfolio of Lifecycle Services and Crawford delivered services, utilizing outcome-based selling strategies at all customer levels.
• Responsible for annual planning, selling, use of sales enablement tools, and driving the business strategy, and to accelerate business growth within the assigned geography.
• Lead the commercial introduction of innovative solutions and services, including:
• Set business goals.
• Identify customer targets.
• Present solutions to C-level, Mid-level, and Plant personnel.
• Coordinate sales engagements.
• Consult and advise customers on proposals and pricing strategies, incorporating value-added services within customer project proposals and product-centric engagements.
• Develop and implement a competency plan to ensure that Inside sales, Account Managers, and Specialists are prepared to maximize market share for this business in the assigned territory.
• Collaborate with cross-functional teams including Marketing, Inside Sales, Account Managers, Specialists, and Operations to meet and exceed targets.
• Provide pre-sale and post-sale support while appropriately leveraging Remote Support and Authorized Services (ASP).
• Understand market trends, business drivers, KPIs, and competing forces and translate them into customer solutions.
• Build and maintain trusted customer relationships while understanding the different personas within the customer and their business drivers.
• Develop, create, and implement account and territory plans, campaigns, and commercial programs for new and existing business.
• Act as a trusted partner to the aligned Rockwell Automation Business Units, providing local market intelligence and constructive customer feedback.
• Interface with Rockwell Automation’s Business Leaders and Technical Consultants to facilitate resolution of quality and delivery issues when necessary, and provide feedback to the appropriate teams regarding product or service gaps and opportunities.
• Serve as a domain expert for the portfolio of services, maintaining and building technical and sales competency through formal and informal training and regular product updates and team meetings.
• Lead and support customer-façing meetings and events.
• Respond in a timely manner to customer and sales requests, including outside of normal business hours.
• Travel as required within the assigned geography, for training and events that may require overnight stay and travel outside the traditional sales territory (up to two weeks annually).
• Acknowledge and maintain compliance with applicable Sonepar, Crawford, and Rockwell Automation policies.

• 4-year degree or equivalent professional experience.
• 5+ years of sales and/or services experience in Industrial Automation, IT, or Software.
• Ability to manage multiple partner and customer relationships while achieving target outcomes.
• Good technical writing, presentation, and communication skills with the ability to present topics to groups of customers and internal peers.
• Ability to identify data trends and utilize the information in the decision-making process.
• Demonstrates professional selling skills, e.g., prospecting, negotiation techniques, preparing for professional meetings, handling customer objections, gaining committed customer relationships.
• Ability to identify and understand market trends and conditions, competitive forces, sales opportunities, and growth through strategic business planning.
• Outcome-based sales experience with an understanding of the important business drivers for industrial customers.
• Deep understanding of Rockwell Automation Lifecycle Services and Automation portfolio.
• Exposure to Industry 4.0 and Smart Manufacturing concepts.

• Healthcare plans
• Dental & vision
• Paid time off
• Paid parental leave
• 401(k) retirement savings with company match
• Professional and personal development programs
• Opportunity to become a shareholder
• Employer-paid short- and long-term disability
• Employer-paid life insurance for spouse and dependents
• Robust wellness program
• Gym reimbursement
• Employee Assistance Program (EAP)

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