Systems Integration Specialist Job at Rockwell Automation
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
As a System Integrator Account Manager supporting the Massachusetts and Albany-area market, you will be responsible for the development and implementation of sales strategies and plans to maintain and grow the established business at assigned System Integrator (SI)/ Solution Provider (SP) accounts as well as the overall system integrator community to meet or exceed annual sales goals and grow Rockwell Automation share with customers. This position is responsible for establishing and maintaining relationships at assigned system integrators, Recognized System Integrators and Solution Partner accounts and engaging with the Territory team and distributors to ensure effective and efficient utilization of resources to cover the non-assigned SI’s. This role will also identify new partners that can help take Rockwell Automation solutions into the market.
What You'll Do
- Owns the system integrator business development strategy for all system integrators in the geography they are responsible for. Provide more focus at top SI accounts as well as coordinating with the Channel Team and distributor to cover the “secondary” SI’s in the geography.
- Execution of the SI strategy for the assigned territories includes success planning with key partners, aligning commercial programs, tool requirements and competency development strategies for key assigned partners, such as co-marketing and reference materials from appropriate SI/ SP key accounts.
- Selling activities include identifying and defending against competitive threats.
- In coordination with BU leads in territory, identifying and focusing efforts on product gaps and market needs. Identifying areas of competency and skill that complement our sales pursuits and fill gaps in our offerings, as well as promoting the partner community through our sales teams and the channel selling teams.
- Institutionalize a collaborative and effective ongoing planning process (Success Planning) with system integrators/market access partners.
- Identify new partners in the market, driving forward Rockwell Automation’s IIoT and Process initiatives.
- Support positioning partners across the market access and industry teams, do showcase capabilities by industry and application.
- Develops, in conjunction with the Channel team and the distributor, account deployment strategy to coordinate activities and resource utilization to ensure appropriate account coverage, clear responsibilities and identification/resolution of any coverage gaps.
- Maintains a regular planning cadence with Solution Partner and Recognized System Integrator partners to initiate, maintain and execute success plans.
- Coordinates with other SI Partner Managers, who are responsible for the HQ locations, when that Partner has locations in your geography.
- Establishes relationships at all levels within the top SI accounts to understand customer processes and business model.
- Develops and maintains the solution delivery strategy for system integrators in your geography, in conjunction with Regional Sales Management team.
- Advocates for your system integrators within the Territory/Region you reside in, as well as outside of that Territory, by driving relationships and opportunities that help your SI grow their business in alignment with our strategies.
- Participates in decisions with Account Management team, and Strategic/Enterprise Account Managers (where appropriate), to determine the best way to deliver a solution to a customer whether it be Rockwell Automation or SI delivered.
- Maintains accurate assessment of target and opportunity funnel within the Customer Relationship Management system for assigned accounts.
- Develops strategy to assess, manage and enhances partner competency through use of online and in person training and event participation for the SI community.
- Initiates and participates in best practice discussions with peer SI/SP Business Development managers.
- Teams with corporate Contracts and Negotiations group to come to terms with customers. Negotiates contract terms and conditions (T&Cs), pricing, discounts and allowances.
- Engages the Rockwell Automation market access team and senior management, as required, to plan for and win opportunities.
- Sets and helps manage internal and external partner expectations.
- Ensures through 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).
What You Have
- 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.
- Valid Driver's License
What You Might Have
- Bachelor of Science degree in an Engineering discipline. Additional business-related degree/experience preferred.
- Prior experience in technical sales, industrial distribution, systems integration or an engineering firm, or graduate of the Rockwell Automation Sales Training Program:
- Sales Account Manager Level 2 – 2 years
- Sales Account Manager Level 3 – 5 years
- Experience working with all levels of an industrial automation plant (customer) including VPs, plant engineers and OEM machine builders.
- Valid driver’s license.
- Ability to travel locally greater than 50% of time.
This is a summary of the position’s responsibilities and does not reflect the entire scope of work expectations.
What We Offer:
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Health Insurance including Medical and Dental
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Retirement plans
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Paid Time off
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Maternity and Parental Leave Top-Up
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Flexible Work Schedule where you will work with your manager to enjoy a work schedule that can be flexible with your personal life.
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 candidate for this or other roles.
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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 +1 (844) 404-7247.
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