End User Automation Sales Executive Job Syracuse area,City of Syracuse New York USA,Sales

Location: City of Syracuse

The Industrial End User Automation Sales Executive is responsible for the establishment and maintenance of the sales relationship with each End User customer/prospect in their portfolio at every level from the (CxO) executive suite to departmental line managers. You will drive new business through the identification, development, negotiation, and closure of new agreements with prospects and customers, and participate in the subsequent maintenance of customer relationships.

Target potential leads, qualify them, and lead the pursuit team in crafting and positioning the deal.

In this role, the Sales Executive drives indirect End User automation sales through better management of ecosystem (System Integrators, Process OEM, Consulting Engineers, EPCs), and Digital Services and Software as differentiators. You will leverage your industry and financial business knowledge to create demand and persuade through the development and presentation of compelling purchasing rationales. Product, Services, and Solutions will encompass all Schneider Electric Eco Struxure Plant offerings and range in scale from product sales to complex, multi-service, and multi-year partnerships.

Specific new sales/revenue and profit margin targets are established annually by management.

Key responsibilities include:

New business development via prospecting, qualifying, selling, and closing.
Managing customer relationships through all phases of the sales cycle
Ensuring a smooth transition of new business from sales to delivery by System Integrators Partners
Coaching and mentoring partners’ delivery leaders on customer relationship management issues
Providing feedback on customer wants and needs to the Schneider Electric strategic portfolio function.
Ensuring compliance with Schneider Electric sales processes and new business approval requirements
Coordinating the relationship between key customer personnel and Schneider Electric senior executives
Leading or coordinating global relationship management initiatives with other geographic units of Schneider Electric focused on the same customer.

Job

Essential Functions:

End User Automation Sales Executives are responsible for managing the entire sales process from identifying prospects, influencing the specification, to negotiating contracts. Other job essential functions include, but are not limited to, the following:
Create and maintain a territory sales plan.
Drive growth through collaboration with SE Automation distributors.
Identify prospects and create entry strategies for each.
Identify System Integrator partners with expertise in different segments/applications, who can deliver the solution to End User Customers.
Utilize business and financial knowledge to create value propositions.
Execute competitive sales tactics to win business.
Coordinate deal crafting and positioning.
Lead or participate in contract negotiations.
Manage demand and qualify opportunities.

Undergraduate degree, preferably in Business, Engineering, Computer Science, or Economics. An MBA, graduate degree in Business, Engineering, Computer Science, Economics, or professional qualifications in Law or Finance are considered a major plus.
5 + years of complex, solution-selling sales experience into the Water /Wastewater market segment.
Strong technical knowledge:
Automation Systems and Solutions, PLC, PAC, Automation Controllers, CONTROLS, Drives, HMI, SCADA, MES, IoT solutions, Connected Devices
Experience in Solution Selling, Outcome-Based Selling, Customer-Centric Selling
Knowledgeable in Business Solutions and Manufacturing Applications, Smart Factories
Ability to establish CXO-level relationships.
Track record of meeting/exceeding yearly quota
Experience in business transformation solutions.
Capability to understand MES and Control Architecture Systems, the value they bring to the industry, and prospects.

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