Regional Manager Information Solutions Technical Consultants – EMEA

Rockwell Automation is a global technology leader focused on helping the world’s manufacturers be more productive, sustainable, and agile. With more than 25,000 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 ideal candidate is a highly experienced technical sales leader and influencer that operates as a key member of the IS sales leadership team focusing on both technical and commercial aspects of sales pursuits; providing guidance to other technical sales resources. This person is responsible for leading a regional technical sales team to provide pre-sales technical solutions and consultation in highly complex customer interactions to grow revenue for Information Software. This person acts as the main technical resource and mentor for the Information Software sales team to solve prospect’s problems and close orders on complex MES, Cloud, Modular and Advanced Analytics opportunities, including partnership with PTC and driving those revenue targets. Diverse opportunities can be expected, including engagements in long sales pursuits.

Functional

• Lead in the responses to RFIs and RFQs that drive global revenue growth of Information Software and Advanced Analytics
• Work with Rockwell sales representatives and management on sales strategies, plans and execution
• Present qualitative and quantitative value of the proposed solutions
• Create and deliver custom presentations and documents that clearly state customer business problems and Rockwell solutions and benefits
• Work closely with key PTC sales and technical sales resources to drive revenue of those offerings
• Communicate with customer IT representatives to understand customer IT infrastructure and policies and to present solutions that fit into customer IT environment
• Provide guidance to direct report ISTCs, customers, and implementers on ways to deploy proposed products including alternatives and their costs and benefits
• Work with deployment teams (internal or partners) on deployment strategies and specific proposals as needed. Provide guidance and support to other ISTCs.
• Propose technical solutions and provide product application demonstrations.
• Undertake ‘proof of concept’ work, where required.
• Gather information concerning the capabilities / application of company products.
• Provide customer conversion assistance.
• Support commercial events by delivering technical presentations / seminars / demos.
• Deliver technical sales competency training.
• Assign ISTCs to Sales Opportunities requested by ISSEs
• Manage team of ISTCs
• Work closely with the regional Sales lead/director to manage Sales priorities

Technical

• 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
• Demonstrate curiosity in new technologies & products that could add value
• Support technical development of team members

Leadership

• Provide leadership and direction to team members on key priorities, workload balancing, performance management and provide feedback as appropriate.
• Act as lead resource for IS technical community
• Communicate with customer teams at various levels from key decision makers to technical stakeholders and advisers in order to understand the problems they are looking to solve
• Bond with technical people on customer side and win their support for Rockwell products and solutions

Business

• Understand business needs from the perspective of business stake holders
• Interact with customer and understand customer needs
• Understands, follows, and acts as a role model when 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.

Interpersonal

• Effective verbal and written communication skills
• Ability to work under time pressure and remain focused in confrontational situations.
• Punctually communicates project progress, budgets, task disposition, etc to Engineering Manager and customer.
• Distributes project communications to team, customer, and stakeholders
• Supports an environment conducive to effective cross-team interaction and self-initiates applicable information sharing.

Qualifications

• Bachelor’s degree
• Software industry experience
• Cloud / Microsoft Azure / IOT / IIOT / MES / Annual Recurring Revenue / software / subscription model type of experience, including collaboration with a customer success function
• Demonstrated ability to sell at the senior management & executive levels, focusing on the business outcomes and articulating the tangible economic value that information software solutions & services can deliver

We offer

• International team in a stable and growing company within the automation industry
• Ethical company with a culture of diversity, equity and inclusion
• Friendly and collaborative working environment
• Mobile working possibilities
• Development opportunities and Availability of a variety of trainings/e-Learning courses
• Attractive compensation package plus additional benefits (e.g. company pension, BRAVO recognition program, bonus for work anniversaries etc.)