The Sales Engineer, Automation & Information Solutions is responsible for the development and implementation of sales strategies and plans to acquire new business for assigned solutions and services to meet or exceed annual sales goals and grow market share.
The individual is responsible for establishing and maintaining relationships at assigned accounts and engaging with distributors to ensure effective and efficient utilization of resources.
Owns the account strategy within the assigned accounts and communicates to the Industry Vertical Teams on an account by account basis when appropriate.
Establishes, executive level relationships with the customer base and understands customer processes and business model.
Coordinates and communicates with the solutions and channel component sales management and the distributor organizations.
Maintains accurate assessment of target and opportunity funnel within the Customer Relationship Management system.
Provides application knowledge and industry expertise and manages sales activities according to Rockwell Automation’s Customer Centric Selling process.
Qualifies customer opportunities and qualifies and coordinates the solution design.
Brings the right resources to the table to impact the customer’s decision process and presents solutions to the customer (value proposition).
Teams with corporate Contracts and Negotiations group to come to terms with customers.
Negotiates contract terms and conditions (T&Cs), pricing, discounts and allowances.
Engages the Rockwell Automation account team and the senior Management, as required, to plan for and win opportunities.
Organizes and manages a technical engagement team for identified opportunities and integrates competitive data and strategy into proposals.
Obtains agreements and prices to support the proposal effort.
Supports customer/internal program reviews and also the development of district level Market Focus Plan.
Sets and helps manage internal/external partner expectations.
Ensures through familiarity with company policies and procedures. Appropriately applies policies and procedures in compliance with government laws.
Policies and procedures include, but not limited to: Standards of Business Conduct, Intellectual Property, Control Environment, Information Protection, ISO 9000 & 14000, government regulations (e.g. health, safety, quality and environmental).
Bachelor of Science degree in an Engineering discipline.
Additional business related degree and/or experience is preferred.
Prior experience within Metal or Pulp/Paper industry as well as CRM experience required.
Minimum five years of experience in technical sales OR graduation of the Rockwell Automation Sales Training program.
Rockwell Automation - 3 years ago
Rockwell Automation, the world's largest company dedicated to industrial automation, makes its customers more productive and the world more...