Customer & Prospect Intelligence Lead

The Platforming Leader is responsible for identifying, analyzing, and prioritizing prospect and customer accounts to accelerate growth across the Industrial Automation business. This role works closely with sales teams to uncover opportunities, map customer organizations, identify white space, and develop account intelligence that enables effective pursuit of new business and expansion within existing customers.

The Platforming Leader transforms data into actionable commercial insights, helping sellers focus resources on the highest-value opportunities while improving pipeline quality and market penetration.

• Analyze prospect and customer accounts to identify growth opportunities across the Industrial Automation portfolio.
• Conduct account research, organizational mapping, and stakeholder identification.
• Assess installed base, competitive position, and technology landscape within target accounts.
• Identify cross-sell, upsell, modernization, software, services, and lifecycle opportunities.
• Develop account profiles highlighting key business drivers, strategic initiatives, and buying influences.

• Segment accounts and markets based on growth potential and strategic fit.
• Identify underserved territories, accounts, industries, and target customers.
• Evaluate market trends and competitor activity to uncover areas of opportunity.
• Support targeting and prioritization efforts for net new customer acquisition.

• Provide sales teams with actionable account intelligence prior to customer engagement.
• Support account planning and business development activities.
• Create customer briefs, opportunity profiles, and account growth plans.
• Partner with sellers to refine pursuit strategies and increase opportunity conversion.

• Leverage CRM, market data, installed-base information, and external research to generate insights.
• Monitor account penetration, pipeline quality, and opportunity progression.
• Develop dashboards and reporting tools for sales leadership.
• Measure effectiveness of account targeting and platforming activities.

• Partner with Sales, Marketing, Offer Management, Industrial Performance, and Sales Operations teams.
• Ensure alignment of account targeting efforts with business priorities.
• Support strategic growth initiatives and market expansion programs.

• Bachelor's degree in Business, Marketing, Engineering, Finance, or related discipline.
• 5+ years of experience in sales operations, commercial excellence, business development, strategy, market intelligence, or account planning.
• Strong analytical and research capabilities.
• Experience working with CRM platforms and sales analytics tools.
• Ability to translate complex information into actionable business insights.
• Strong communication and stakeholder management skills.

• Experience in Industrial Automation, Process Automation, Industrial Software, Controls, or Manufacturing industries.
• Knowledge of OEM, End User, System Integrator, and Channel sales models.
• Experience supporting strategic account planning and business development teams.

• Qualified opportunities identified
• Net new account penetration
• White space opportunities uncovered
• Pipeline contribution
• Account coverage improvement
• Seller adoption of platforming insights
• Revenue influenced through account intelligence activities

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