The Information Software Sales Executive is responsible for direct sales that achieve revenue projections for Rockwell Automation's Information Software Solutions, enabling the company's comprehensive connected enterprise vision. This includes but is not limited to selling scalable analytics, scalable execution, compute and more, across one of Rockwell Automation's regions (North America, EMEA, APR or LA), and/or industries.
The incumbent is also responsible for the development and execution of the software sales strategy and all sales activities associated with sales opportunities using Rockwell Automation's disciplined sales process. Daily activities include collaboration with the Global Sales & Marketing sales teams, and appropriate Business Unit resources (i.e. sales, technical experts, development, product management, delivery, etc.) to develop and execute on software sales plans. Diverse opportunities can be expected, including engagement in long sales pursuits ranging from US$100K to US$10MM in total value.
Achieve Rockwell Automation Information Software (part of the Information Software & Process Business Unit) sales targets, and meet business revenue plans for software, services and maintenance using a discipline sales process.
Responsible for closing deals while leveraging/managing the broader Rockwell Automation sales teams.
Develop and manage an accurate sales forecast and pipeline of Information Software and other related solutions.
Identify with sales management a target list of accounts and establish and implement effective sales strategies.
Identify resources and coordinate within the company's internal matrix organization, including Information Software resources (i.e. sales, technical experts, development, product management, delivery, etc.), and other relevant Global Sales & Marketing resources involved in executing identified sales opportunities and targeting accounts that support commercial plans, product/solution launches and sales gaps. This ability to navigate and manage a company's matrix organization would apply to any external customers as well.
Prepare and develop customer proposals and requests for information.
Assist in the development of project scope and ROI analysis. Utilize value selling techniques to quantify project ROI and structure commercial deals accordingly.
Leverage Global Sales & Marketing selling resources for target opportunity identification and access. Serve as the primary liaison between customers, regional sales team members and Rockwell Automation Information Software to ensure efficient and effective communications and information flow from sales and pipeline development activities. Effectively translate technical terms into everyday language and properly manage expectations, both internally and externally.
May be called upon to educate internal Global Sales & Marketing resources on Information Software priorities to allow their business help our business. Share best practices with product and marketing organizations to achieve Information Software revenue targets for Vertical or
Geography. Provide feedback into the BU on what needs to go on in the field.
Provide formal regular status reports to sales management which include forecast, pipeline and activity summary information. Monitor & report revenue and pipeline results weekly via CRM tool for assigned Verticals or Geographies to ensure performance goals are met.
Develop strong business & financial knowledge of IS offering and its impact on potential business. Demonstrate understanding of MES and other emerging technology trends and their impact on business decisions in assigned Vertical or Geography and clearly communicate this knowledge to extended sales teams.
When you choose Rockwell Automation, you join countless talented employees who have helped us establish our leadership position in the automation industry over the past century.
You join a diverse, inclusive and global community with a passion for innovation. A place where you can partner with great minds and inspiring people. And a corporation backed by the financial strength that drives growt...h – and career opportunities.
As much as we focus on our customers, we know our employees are key to our success and future. Helping you develop a rewarding career is a top priority. Because when you succeed, we succeed.