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Rockwell Automation · 5 months ago

Territory Account Manager & Global Account Support (UPS)

Atlanta, Georgia, United States

Full-time

Hybrid

Mid, Senior Level

5+ years exp

Rockwell Automation is a global technology leader focused on enhancing productivity and sustainability for manufacturers. They are seeking a Territory Account Manager to own account strategy, drive Information Software and IoT strategies, and establish strong relationships with customers and channel partners.

HardwareIndustrial AutomationSales AutomationSoftware

No H1B

Responsibilities

Own the account strategy within selected accounts and communicate to extended teams on an account-by-account basis, collaborating closely with Channel Partners

Drive Information Software (IS) and IoT strategy with Channel Partners at selected accounts, alongside our core hardware portfolio

Understand the integrator ecosystem for software and hardware solution delivery

Establish strong relationships at all organizational levels within the customer base and understand customer processes, goals, and organizational models

Follow the Rockwell Automation sales process: know assigned accounts, plan for growth, maintain a healthy funnel, drive opportunities to closure, and evaluate performance to goal

Work with Channel Partners to qualify customer opportunities, engage the appropriate resources, and coordinate the solution design to influence the customer's decision process

Coordinate with Channel Partners and Rockwell Automation account teams, senior management, and technical engagement teams to plan for and win identified opportunities

Maintain accurate assessments of target and opportunity funnels within the Salesforce CRM system

Set and manage internal/external partner expectations

Partner and lead local efforts in support of the Global Account’s corporate influence points and engagement

Facilitate communications between the Global Account and Rockwell Automation Product Groups and Business Units

Represent all Rockwell Automation products and services and periodically expand your skills to support customer-critical offerings

Support senior management and executive-level engagements to convey Rockwell’s value in terms of economic impact, strategic alignment, and competitive advantage

Promote business growth through management of extended teams, ensuring a balanced selling effort across multiple customer levels

Develop trust-based, mutually beneficial relationships with principal customer sponsors and formalize relationship expectations

Qualify opportunities to deploy Rockwell Automation resources effectively

Participate in the Global Account’s manufacturing and implementation teams to provide early-stage input and recommend strategies

Identify new growth opportunities in products and services for mutual benefit

Provide and communicate the annual plan for the Global Account in coordination with global Rockwell Automation sales/support offices

Understand and engage with the global ecosystem supplying machines and services to the Enterprise Account, including machine builders, system integrators, EPCs, and panel shops