The Manager, Software Sales is responsible for leading a sales team within the IS portfolio within a specified Region. The role is responsible for the regional development and execution of sales strategies and ownership of all sales responsibilities in the Information Software portfolio including Manufacturing Execution Systems, Modular, Analytics and more to meet/exceed sales goals, specifically focused on co-selling with regional global sales and marketing teams and enabling the channel to drive modular and channel ready IS growth.
Responsible for delivering sales growth through a defined sales process, leveraging the full capabilities of Rockwell's business units, geographic sales organization and channel partners as appropriate. The incumbent will expand existing and future relationships by providing business solutions through customer centric selling techniques and the consultative sales process.
Lead a sales team to consistently achieve or exceed IS order and revenue targets within the region. Monitor & report orders, revenue and forecast pipeline monthly via CRM tool to ensure performance goals are met.
Build and motivate an overachieving sales organization through effective resource deployment, recruitment, performance management and development of high performing talent.
Develop strategies for high impact sales and marketing plans, for both long and short term goals.
Identify key competitive accounts and establish and implement account plans.
Collaborate with and amplify sales through the broader Global Sales and Marketing and channel teams. Sell and close major accounts/deals while leveraging the broader RA sales teams.
Ensure sales resources develop and manage an accurate sales forecast and pipeline of IS and other related solutions in excess of AOP.
Provide direction to the sales and marketing operations team including overseeing programs to research to monitor competitive activities and provide information and support to global market managers and regional sales directors on new products and competitive analysis.
Participate in setting annual budgets for growth and ensuring markets are managed in accordance with budgeted objectives to obtain maximum profitability.
Continually evaluate timely adjustment of marketing strategy and sales plans to meet changing market conditions.
Engage in pricing and positioning of products and services as appropriate.
Implement and drive a disciplined selling process to systematically grow. For example, utilize Miller-Heiman Selling techniques to quantify project ROI and structure commercial deals.
Determine, plan and communicate project delivery options (ISPB, SSB or SI) with Rockwell Geography based teams.
Personally cultivate champions at Executive, LOB, IT, and Operational levels at target accounts
Serve as the primary interface with Solutions Providers and the joint Go to Market and sales engagement strategy. Serve as primary liaison between customers, RA sales teams, and appropriate business units to insure efficient and effective communications and information flow from business development activities.
Develop strong IS business & financial knowledge and its impact on potential business.
Demonstrate understanding of IS competitive market and other trends and their impact on business decisions.
Ensure thorough familiarity with policies and procedures relating to standards of business conduct and train/motivate sales teams in the importance of full compliance with the letter and spirit of such policies and procedures.
Stay current and be conversant with the latest relevant technologies and competitive offerings
Deep technical and business understanding of Rockwell products and ability to map them to industry segments and specific customer situations
Demonstrates curiosity in new technologies & products that could add value
Communicate with Sr Leaders and customers at various levels from key decision makers to technical stakeholders and advisers in order to understand the problems they are looking to solve
Ensures thorough familiarity with policies and procedures relating to standards of business conduct and motivates teams in the importance of full compliance with the letter and spirit of such policies and procedures
Understand business needs from the perspective of business stake holders
Interact with customer and understand customer needs
Understands, follows, and lead at implementing Standards of Business Conduct policy.
Seeks opportunities to prepare and present technical papers in industry symposiums.
Conducts tasks in accordance with applicable health, safety, quality and environmental regulations (state/federal laws, ISO 9001, ISO 14000, etc.) as well as RA policies and procedures.
Effective verbal and written communication skills
Remains focused and demonstrates good temperament while working within time constraints
Punctually communicates opportunity progress to sales, sales leadership.
Supports an environment conducive to effective cross-team interaction and self-initiates applicable information sharing.
Bachelor or Master's Degree in engineering, supply chain, computer science, manufacturing information technology or related discipline preferred; equivalent experience considered
Prior pre-sales, direct sales or consulting experience Familiarity with supply chain concepts, logistics, manufacturing flow and interaction with IT and Manufacturing systems.
Working knowledge of Industry 4.0 and Internet of Things technologies
IOT / IIOT / Software / Annual Recurring Revenue-Subscription model type of experience
Working with all levels of a manufacturing enterprise - CxO, operations leadership, technical leadership, plant leadership and OEM machine builders
Demonstrated ability to sell at the senior management & executive levels, focusing on the business outcomes and demonstrating the tangible economic value of our products, information software & services
Auto/Tire/Life Science / Pharmaceutical / Medical Device / Regulated Industries
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 growth – 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.