Industry 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 - 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 an Industry Account Manager, you will develop and implement sales strategies and plans to meet or exceed annual sales goals and grow our market share with existing named accounts by engaging your customers key influencers and executive-level decision makers. You will become the expert your customers need by investing in understanding their industry (applications, standards/regulations, drivers & trends), their unique business drivers, and what they hope to accomplish as an organization. And you will help them achieve their desired outcomes and return on investment through our suite of products, services, solutions, and extended partner capabilities.

This is a remote role based in Central California, and you will report directly to the Regional Sales Manager, Industry (End-User) Accounts.

• Develops & owns the account strategy within assigned accounts and communicates to extended teams on an account-by-account basis.
• Establishes executive level relationships within the customer base and understands customer processes, business drivers and organizational model.
• Establish a trusted advisor relationship with customers, understand customer processes, business drivers and organizational model while providing guidance on customer's strategic initiatives and desired outcomes.
• Follows the Rockwell Automation disciplined & outcome-based sales process, knows assigned accounts, plans for growth, maintains a healthy funnel, drives opportunities to closure and evaluates performance to goal.
• Understands the Consumer-Packaged Goods (Food & Beverage/Household & Personal Care) industry (applications, standards/regulations, drivers and trends), your customer's organization and their desired business outcomes, and Rockwell Automation's offerings, delivery mechanisms, and partner capabilities relevant to assigned accounts.
• Provides application knowledge and industry expertise. Manages sales activities according to Rockwell Automation's outcome-based selling methodology.
• Proactively collaborates with the North America Regional Industry ecosystem and leaders, as well as our robust network of capable channel partners.
• Qualify customer opportunities, engage the appropriate resources, and coordinate the solution design to impact the customer's decision process and presents solutions to the customer (value proposition).
• Brings the right resources to the table to impact the customer's decision process and presents solutions to the customer.
• Coordinates Rockwell Automation account team, senior management and a technical engagement team (domain experts) to plan for and win identified opportunities.
• Maintains accurate assessment of target and opportunity funnel within the Sales Force Customer Relationship Management system.
• Teams with our Business Units, Revenue Management Team, & Contracts and Negotiations Team to come to terms with customers around contract terms and conditions (T&Cs), pricing, discounts, concessions, and allowances.
• Obtains agreements and prices to support the proposal effort.
• Supports customer/internal account reviews.
• Sets and helps manage internal/external partner expectations.
• Ensures familiarity with company policies and procedures. Appropriately applies policies and procedures in compliance with government laws. Policies and procedures include, but not limited to: Standards of Business Conduct, Intellectual Property, Control Environment, Information Protection, ISO 9000 & 14000, government regulations (e.g. health, safety, quality and environmental).

• Bachelor's degree or equivalent experience.
• Legal authorization to work in the US is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.

• Bachelor of Science degree in an Engineering discipline or Operations Management. Additional business-related degree/experience preferred.
• 5+ years experience in technical sales, industrial automation distribution, manufacturing operations or engineering, systems integration, or an engineering firm.
• Experience working with all levels of an industrial automation plant (customer) including C-Suite, VPs, Plant Engineers and End Users
• Software Sales Experience
• Valid driver's license.
• Ability to travel locally greater than 50% of time.

• Health Insurance including Medical, Dental and Vision
• 401k
• Paid Time off
• Parental and Caregiver Leave
• Flexible Work Schedule where you will work with your manager to set a schedule flexible with your personal life.
• To learn more about our benefits package, please visit

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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For this role, the Total Target Compensation is from $169, $254,160.00 USD Annual of which 60% is base salary and 40% is variable. Our benefits for the US can be found Actual pay will be based on factors such as skills, knowledge, education, and experience.

We are an Equal Opportunity Employer including disability and veterans.

If you are an individual with a disability and you need assistance or a reasonable accommodation during the application process, please contact our services team at