Enterprise Software Sales Executive

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 - 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!

Job Description

The Enterprise Software Sales Executive (ESSE) is responsible for direct sales that achieve revenue projections for Rockwell Automation's Information Software Solutions & PLEX, allowing our comprehensive connected enterprise vision. This includes selling Advanced Analytics, Industrial IoT, Manufacturing Execution Systems, and Plex's Smart Manufacturing Platform across several industries such as CPG, FMCG, Pharma, Automotive, Discrete Manufacturing, Minerals & Cement, and Oil & Gas. You will report to Director Enterprise Software Sales Executive in a fully remote position.

Your Responsibilities:

• Achieve Rockwell Automation Information Software & PLEX sales targets and meet business revenue plans for software solutions using a disciplined sales process within targeted accounts.
• Design and implement sales strategies to meet revenue goals by growing our accounts.
• Prospect new opportunities through networking, cold calling, and other lead generation techniques.
• Manage the sales cycle, performing lead qualification, arranging and providing demonstrations, quoting, and closing deals.
• Develop an accurate sales forecast and pipeline of Information Software and other related solutions.
• Contribute to customer proposals and requests for information.
• Help develop project scope and Return on investment analysis.
• Use value selling techniques to measure project ROI and structure commercial deals accordingly.
• Use Global Sales & Marketing selling resources for target opportunity identification and access.
• Be a primary liaison between customers, regional sales team members, and Rockwell Automation Information Software to ensure efficient communications and information flow from sales and pipeline development activities.
• Translate technical terms into everyday language and manage expectations, both internally and externally.
• Provide formal regular status reports to sales management, including forecast, pipeline, and activity summary information.
• Monitor and report revenue and pipeline results weekly with CRM tool for assigned Markets or Geographies to ensure performance goals are met.
• Develop business and financial knowledge of IS offering and its impact on potential business.
• Demonstrate understanding of MES and other new technology trends and their impact on decisions in assigned Vertical or Geography and communicate this knowledge to extended sales teams.
• Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to Plex's solutions.
• Research prospective organizations to identify the right customer partners to sell to.
• Coach customer partners and build a platform for Plex's solutions within their organization.
• Collaborate with Rockwell Automation sales team and colleagues.
• Increase Plex's sales volume and deal size.
• Work with internal development teams to develop implementation approach and quote, and assure smooth delivery and customer satisfaction.

The Essentials - You Will Have:

• Bachelor's degree or related discipline equivalent experience considered.
• 5+ years of direct sales, or consulting experience in software industry.
• Familiarity with supply chain concepts, logistics, manufacturing flow, and interaction with IT and Manufacturing systems.
• Software Experience: IOT / IIOT / MES / ERP / CRM / Software / Annual Recurring Revenue / subscription model type of experience, including collaboration with customer success functions.
• Sell at the senior management and executive levels, focusing on outcomes and demonstrating the tangible economic value that products, information software, and services help customers achieve.
• Experience with manufacturing and a sound understanding of manufacturing processes and tasks.
• Tailor communication to the customer's needs with authority; deliver presentations to all levels.
• Demonstrated experience using rational and emotional drivers that would appeal to customers to guide negotiation conversations in your favor.
• Identify the right customer partners and build connections quickly to lead agreement for deals; work cooperatively with multiple company partners for deal success.
• Experience balancing multiple sales opportunities.
• Network of contacts in manufacturing-related organizations and target companies.

The Preferred - You Might Also Have:

• Application Experience: Factorytalk production centre, Factorytalk analytics platform, Factorytalk CPG suite, Factorytalk Auto suite, Factorytalk Pharma suite, Production Management, Quality Management, Warehouse Management, Performance Management, Thingworx, Vuforia, Windchill.
• Industry Experience: Auto, Food & Beverage, Pharma.
• Previous experience selling into Fortune 500 companies.

What We Offer:

Our benefits package includes …

• 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

... and other local benefits!

At Rockwell Automation we are dedicated to building a diverse, inclusive and authentic workplace, so if you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right person for this or other roles.

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