Account Manager, System Integrator

By Rockwell Automation

Dead Line: October 14, 2021

• 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.

• Bachelor's degree
• Software Industry Experience
• Valid driver’s license.
• Ability to travel locally greater than 50% of time
• Legal authorization to work in Canada is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.

• 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 3 – 5 years
• Experience working with all levels of an industrial automation plant (customer) including VPs, plant engineers and OEM machine builders.