Account Manager - Federal, Aerospace, & Defense

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

Summary

The Account Manager will be focused on sales to the US Government & it’s contractor ecosphere in our Federal, Aerospace and Defense Industry to help our customers create value and achieve positive customer outcomes. Reporting to the Discrete industry Sales Manager, you will work throughout the continental United States.  Beyond technology, the differentiator here is relationship-building skills. How you find new opportunities and work with people will create your success in this role. You’ll develop and implement sales strategies and plans to meet, or better yet, exceed annual sales goals and grow our market share. Your understanding of the Federal, Aerospace and Defense industry and your ability to create a vision of what is possible will allow you to influence decision makers to make the difference. The workplace location is remote with travel to customers sites and Rockwell offices.

Because you’ve put into context how our portfolio will create value and benefit the customers’ operation and budget, those customers will rely on you for answers and help with achieving their desired outcomes – and grow their spend with us. 

Who We Are

We are a global leader in industrial automation and digital transformation. We connect the imaginations of people with the potential of technology to expand what is humanly possible, making the world more productive and more sustainable. From improving the production of medicines that boost human health to reducing waste in an oil and gas plant, the work we do changes how we live.

Headquartered in Milwaukee, Wisconsin, we employ approximately 28,000 problem solvers dedicated to our customers in more than 100 countries.

Essential Functions:

• You will create a vision of what is possible.  See beyond today.  Understand the market, understand the trends, understand your customer.  Connect the dots and paint a picture of how we help them attain what’s possible.
• You will become the expert your customers need. Understand their industry (applications, standards/regulations, drivers & trends), their own organization and how things get done, what they want to accomplish and how our offerings and partner capabilities will help them achieve those goals.
• You own it. It being the strategy for growing your accounts and talking to your extended team about your plans so they can support you.
• You will develop into a trusted advisor. That means attention to their processes, goals and organization model so well that you can offer application knowledge, industry expertise and guidance on their strategic initiatives
• You will influence decisions. You’ll qualify customer opportunities, engage resources, and coordinate the solution design and presentation so the customer chooses our solution for all the right reasons.
• You will collaborate. You’ll work with Industry Managers and your broader account team, senior management, and a technical engagement team (domain experts) to plan for and win opportunities.
• You will look ahead. We have the platform, Dynamics Customer Relationship Management system, and the processes to maintain accurate assessments of targets and opportunities in the funnel.
• You will negotiate. You’ll team with your colleagues in Contracts and Negotiations to offer the best contract terms and conditions (T&Cs), pricing, discounts, and allowances, and obtain agreements and prices to support the proposal effort.
• You will dupport and manage. That includes customer/internal account reviews, and internal/external partner expectations.

This is a summary of the position’s responsibilities and does not reflect the entire scope of work expectations.

The Essentials- You Will Have:

• Bachelor’s degree or equivalent experience
• Valid driver’s license
• 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.
• Travel: You will be able to travel up to 35% of your time in the continental US

The Preferred - You Might Also Have:

• Bachelor’s degree