Account Executive, Networking

Rockwell Automation is a global technology leader focused on helping the world’s manufacturers be more productive, sustainable, and agile. 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.

Rockwell Automation is a global technology leader focused on helping the world's manufacturers be more productive and sustainable. Behind our customers are amazing companies that help feed the world, provide life-saving medicine on a global scale, and focus on clean water and green mobility.

As an Industry Account Manager, you will develop and implement sales strategies and plans. These plans are designed to meet or exceed annual sales goals and grow our market share with existing named accounts. You will achieve this by engaging your customers' key influencers and executive-level decision makers.

You will become the expert your customers need by investing in understanding their industry. This includes understanding applications, standards and regulations, drivers, and trends. You will help them achieve their desired outcomes and return on investment through our suite of products, services, solutions, and extended partner capabilities.

You will report to the Regional Sales Manager, Industry (End-User) Accounts and be based in Knoxville / Chattanooga / Eastern Tennessee. Your industry focus will be in Chemical, Food & Beverage, and Paper.

Develop & owns the account strategy within assigned accounts and communicates 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 organizational model while providing guidance on customer's strategic initiatives and desired outcomes.

Follow the Rockwell Automation disciplined & outcome-based sales process, know assigned accounts, plans for growth, maintains a healthy funnel, drive opportunities to closure and evaluates performance to goal.

Understands the Consumer-Packaged Goods (Food & Beverage/Household & Personal Care) industry (applications, standards/regulations, drivers and trends), your customer's organization and their desired business outcomes, and Rockwell Automation's offerings, delivery mechanisms, and 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 ecosystem and leaders, and our robust network of capable channel partners.

Qualify customer opportunities, engage the appropriate resources, and coordinate the solution design to impact the customer's decision process and presents 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 our Business Units, Revenue Management Team & Contracts and Negotiations Team to come to terms with customers around contract terms and conditions (T&Cs), pricing, discounts, concessions, and allowances.

Obtain agreements and prices to support the proposal effort.

Support customer/internal account reviews.

Set and help manage internal/external partner expectations.

Ensure familiarity with company policies and procedures. Appropriately applies policies and procedures in compliance with government laws.

Bachelor's degree or equivalent experience.

Legal authorization to work in the US is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.

The ability to travel up to 50% of the time

Bachelor of Science degree in an Engineering discipline or Operations Management. Additional business-related degree/experience.

• ~3+ years experience in technical sales, industrial automation distribution, manufacturing operations or engineering, systems integration, or an…