Job Description

Job Summary
Lead acts as the solution expert for the sales organization by assisting with delivering outcome-based messaging to customers at executive and management levels. He / She has a broad understanding of all related products and delivery offerings from RA, partners and competitors in the designated solution area.
Key Responsibilities:

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  Be the focal point in the defined geography for the specific solution(s), of which he/she has been designated as an expert.
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  Participate in account planning and sales strategy focusing on new customer acquisition and existing customer expansion.
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  Proactively facilitate and/or provide training to the sales force on the values and outcomes of specific solution(s).
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  Co-operate with the sales force in promoting the solution to existing and new customers with presentations and/or demonstrations.
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  Advise Technology Consultants and/or sales on proposal generation and validation.
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  Assist sales at proposal presentations for executive level customers
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  Define and articulate differentiators and values versus competition for the specific solution. Analyze competitive product lines, have knowledge of competitor’s strategy, further define competitive differentiators.
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  Translate competitive solutions into a RA solution that meets or exceeds customer’s expectations.
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  Actively seek out and participate in both formal and informal training opportunities to continuously develop technical skills.
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  Provide product gap and development feedback for the specific solution to appropriate organizations.
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  Share insights with regional and global peers.
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  Focus on opportunities that support Rockwell Automation’s strategy.
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  Understand business models, organization, and go to market strategy, leverage where appropriate
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  Knowledge of industry strategies, familiarity with outcome-based selling.
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  Shares industry knowledge of customers based on their key drivers at the appropriate role level with new and existing customers
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  Keep sales and customer relationship management data up to date in local tool, optimizing by using these tools consistently.

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  Bachelor’s degree in an engineering/technical related field or equivalent experience.
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  Able to articulate value of larger Rockwell Automation application value, without the need to demonstrate individual products with hands on demonstrations
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  Strong solution and application expertise, and related demonstrated sales experience.
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  Fluency and strong command of English (written & spoken).
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  Ability to work with and gain confidence of senior level personnel (internal and external) in a highly collaborative, matrixed stakeholder organization.
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  Ability to resolve complex issues in creative and effective ways.
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  Ability to align and influence critical stakeholders.
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  Strong support of customer centricity. Understands the importance of demonstrating concern for satisfying customers. Passionate about developing goals to improve our customer experience.
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  Ability to set, be accountable for and achieve challenging targets.
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  Ability to influence, empower, coach and motivate others.
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  Ability to adapt communication style and messaging to different audiences.