Territory Account Manager, Channel

Territory Account Manager

Rockwell Automation is a global technology leader focused on helping the world's manufacturers be more productive, sustainable, and agile. With more than 28,000 employees who make the world better every day, we know we have something special. Behind our customers are amazing companies that help feed the world, provide life-saving medicine on a global scale, and focus on clean water and green mobility. Our people are energized problem solvers that take pride in how the work we do changes the world for the better.

We welcome all makers, forward thinkers, and problem solvers who are looking for a place to do their best work. And if that's you we would love to have you join us!

As a Territory Account Manager, you are accountable for developing sales strategies and plans to identify growth opportunities in new accounts that support or exceed annual sales goals. You will design and implement market access programs to expand market share within the assigned territory through distribution channel. Building and maintaining strong relationships at designated accounts is important, including encouraging partnerships with distributors at all organizational levels to increase resource use and lead business expansion. Your responsibilities also include pursuing new opportunities, converting prospective business, negotiating and closing contracts and deals. Guided by the Territory Team Leader, you will be accountable for the success of new accounts, markets and territory overall.

Your Responsibilities:

• Lead the account strategy within assigned accounts, partner and collaborate with Distributor on the account strategy and communicate to extended teams on an account-by-account basis
• Establish relationships at all organizational levels within the customer base and understand customers' processes, goals and organizational models.
• Follow the Rockwell Automation sales process: knows assigned accounts, plans for growth, maintain a healthy funnel, promote opportunities to closure and evaluates performance to goal.
• Understand the industry, including its applications, standards and regulations, drivers, and trends. Also, understand the customer's organization and desired outcomes. Additionally, be familiar with Rockwell Automation's offerings and delivery mechanisms, and partner capabilities relevant to assigned accounts.
• Qualify customer opportunities, engage the appropriate resources, and coordinate the solution design to influence the customer's decision process and presents solutions to the customer (value proposition).
• Work with Distributor to qualify customer opportunities, engage the appropriate resources, and coordinate the solution design to influence the customer's decision process.
• Coordinate with Distributor and Rockwell Automation account teams, senior management, and technical engagement teams to plan for and win identified opportunities.
• Maintain accurate assessment of target and opportunity funnel within the Customer Relationship Management system.
• Understand the integrator ecosystem for software and hardware solution delivery.
• Create business strategies to grow overall sales and market share through distribution in the territory assigned.
• Oversee the development of the designated territory by managing distributor performance and implementing programs to improve distributor effectiveness.
• Take an active role in coaching distributor personnel and evaluating their competency in the support of Rockwell Automation products and services.
• Assure that we have a high level of distributor capability to serve all customers in the assigned territory.

The Essentials - You Will Have:

• Bachelor's Degree or Equivalent Years of Relevant Work Experience.
• Travel minimum 50%
• Valid Driver's License

The Preferred - You Might Also Have:

• Bachelor of Science degree in Engineering, Operations Management or Business. Additional business-related degree/experience.
• 5+ years of experience in technical sales, industrial distribution, channel sales, manufacturing operations, systems integration or an engineering firm.
• 5+ years of experience working with all levels of an industrial automation plant (customer) including VPs, plant engineers and OEM machine builders.
• Familiarity with Industrial Automation and other parts of Rockwell portfolio.
• Broad-based understanding of industrial processes, industrial controls and how automation equipment functions.
• Advanced English

What We Offer:

• Comprehensive mindfulness programs with a premium membership to Calm
• Volunteer Paid Time off available after 6 months of employment for eligible employees
• Company volunteer and donation matching program – Your volunteer hours or personal cash donations to an eligible charity can be matched with a charitable donation.
• Employee Assistance Program
• Personalized wellbeing programs through our OnTrack program
• On-demand digital course library for professional development.

Rockwell Automation's hybrid policy aligns that employees are expected to work at a Rockwell location at least Mondays, Tuesdays, and Thursdays unless they have a business obligation out of the office.