Country Leader Enterprise Software Sales -India

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

As Manager, Software Sales you will be responsible for leading a sales team within the IS portfolio within a specified Region. You will be responsible for the regional development and execution of sales strategies and ownership of all sales responsibilities in the Enterprise Software (ES) portfolio including Manufacturing Execution Systems, Modular, Analytics and more to meet/exceed sales goals, specifically focused on co-selling with regional global sales and marketing teams and enabling the channel to drive modular and channel ready ES growth.

You will report to the ENTERPRISE SOFTWARE SALES DIRECTOR, INDIA / SOUTHEAST ASIA and have an onsite schedule working out of Bengaluru, Gurgaon, Pune or Mumbai, India.

Your Responsibilities:

• Lead a sales team to consistently achieve or exceed IS order and revenue targets within the region. Monitor & report orders, revenue and forecast pipeline monthly via CRM tool to ensure performance goals are met.
• Build and motivate an overachieving sales organization through effective resource deployment, recruitment, performance management and development of high performing talent.
• Develop strategies for high impact sales and marketing plans, for both long and short term goals.
• Identify key competitive accounts and establish and implement account plans.
• Collaborate with and amplify sales through the broader Global Sales and Marketing and channel teams.  Sell and close major accounts/deals while leveraging the broader RA sales teams.
• Ensure sales resources develop and manage an accurate sales forecast and pipeline of IS and other related solutions in excess of AOP.
• Provide direction to the sales and marketing operations team including overseeing programs to research to monitor competitive activities and provide information and support to global market managers and regional sales directors on new products and competitive analysis.
• Participate in setting annual budgets for growth and ensuring markets are managed in accordance with budgeted objectives to obtain maximum profitability.
• Continually evaluate timely adjustment of marketing strategy and sales plans to meet changing market conditions.
• Engage in pricing and positioning of products and services as appropriate.
• Implement and drive a disciplined selling process to systematically grow. For example, utilize Miller-Heiman Selling techniques to quantify project ROI and structure commercial deals.
• Determine, plan and communicate project delivery options (ISPB, SSB or SI) with Rockwell Geography based teams.
• Personally cultivate champions at Executive, LOB, IT, and Operational levels at target accounts
• Serve as the primary interface with Solutions Providers and the joint Go to Market and sales engagement strategy. Serve as primary liaison between customers, RA sales teams, and appropriate business units to insure efficient and effective communications and information flow from business development activities.
• Develop strong IS business & financial knowledge and its impact on potential business. 
• Demonstrate understanding of IS competitive market and other trends and their impact on business decisions.
• Ensure thorough familiarity with policies and procedures relating to standards of business conduct and train/motivate sales teams in the importance of full compliance with the letter and spirit of such policies and procedures.

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
• Demonstrates curiosity in new technologies & products that could add value

Leadership

• Communicate with Sr Leaders and customers at various levels from key decision makers to technical stakeholders and advisers in order to understand the problems they are looking to solve
• Ensures thorough familiarity with policies and procedures relating to standards of business conduct and motivates teams in the importance of full compliance with the letter and spirit of such policies and procedures

Business

• Understand business needs from the perspective of business stake holders
• Interact with customer and understand customer needs
• Understands, follows, and lead at 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
• Remains focused and demonstrates good temperament while working within time constraints 
• Punctually communicates opportunity progress to sales, sales leadership.
• Supports an environment conducive to effective cross-team interaction and self-initiates applicable information sharing.

The Essentials - You Will Have:

• Bachelor or Master’s Degree in engineering, supply chain, computer science, manufacturing information technology or related discipline preferred; equivalent experience considered
• Prior pre-sales, direct sales or consulting experience Familiarity with supply chain concepts, logistics, manufacturing flow and interaction with IT and Manufacturing systems.

The Preferred - You Might Also Have:

• Application Experience:
  • Factorytalk productioncentre, Factorytalk analytics platform, Factorytalk CPG suite, Factorytalk Auto suite, Factorytalk Pharma suite, Production Management, Quality Management, Warehouse, Management, Performance Management, Thingworx, Vuforia, Windchill
• Industry Experience:
  • Working knowledge of Industry 4.0 and Internet of Things technologies
  • IOT / IIOT / Software / Annual Recurring Revenue-Subscription model type of experience
  • Working with all levels of a manufacturing enterprise – CxO, operations leadership, technical leadership, plant leadership and OEM machine builders
  • Demonstrated ability to sell at the senior management & executive levels, focusing on the business outcomes and demonstrating the tangible economic value of our products, information software & services
  • Auto/Tire/Life Science / Pharmaceutical / Medical Device / Regulated Industries
  • Consumer Product Goods / Food and Beverage / Packaged Goods
  • Water wastewater/Mining/Metal/Oil and Gas

What We Offer:

Our benefits package includes …

• Comprehensive mindfulness programs with a premium membership to Calm
• Volunteer Paid Time off available after 6 months of employment for eligible employees.
• Company volunteer and donation matching program – Your volunteer hours or personal cash donations to an eligible charity can be matched with a charitable donation. 
• Employee Assistance Program 
• Personalized wellbeing programs through our OnTrack program 
• On-demand digital course library for professional development

... and other local benefits!

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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