Strategic Account Manager
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What you'll do
- Lead the enterprise relationship with the client, providing senior account leadership across executive, operational, engineering, digital, procurement and site-level stakeholders.
- Develop, maintain and execute a multi-year strategic account plan that aligns the client's business priorities and investment roadmap with Rockwell Automation's full portfolio, including automation, software, digital, cybersecurity, lifecycle services, consulting and partner capabilities.
- Establish and maintain an executive engagement model, including clear relationship mapping, governance cadence, stakeholder plans and alignment with Rockwell Automation leadership.
- Lead enterprise growth by identifying, qualifying, prioritising and progressing opportunities with the highest strategic and commercial impact, including share-of-wallet expansion across the client's sites, functions and regions.
- Build value-based business cases that connect Rockwell Automation solutions to measurable client outcomes, including productivity, quality, sustainability, resilience, safety, workforce enablement and digital transformation.
- Provide disciplined commercial leadership through opportunity governance, pipeline management, forecast accuracy, account reviews, risk management and clear communication of progress against strategic objectives.
- Coordinate Rockwell Automation's cross-functional account team, including sales, services, software, consulting, lifecycle, engineering, partner, commercial, support and executive resources, to deliver a consistent and aligned client experience.
- Engage early in the client's strategic planning, manufacturing, engineering, digital and capital investment cycles to help shape technology roadmaps and position Rockwell Automation for long-term partnership opportunities.
- Act as a senior industry adviser by bringing relevant insights, innovation and global food and beverage manufacturing best practices to support the client's operational and digital strategy.
- Strengthen collaboration across Rockwell Automation product groups, business units, regional teams, global account resources and executive leadership to improve responsiveness, innovation and value delivery.
- Model the behaviours expected of a senior enterprise sales professional, including executive presence, strategic thinking, ethical conduct, enterprise collaboration, client focus and leadership without direct authority.
What they're looking for
- A bachelor's degree in Engineering, Automation, Business, Information Technology, Manufacturing or a related discipline is preferred. Equivalent experience in enterprise sales, industrial technology or strategic account leadership may also be considered.
- Minimum 10 years' experience in industrial automation, manufacturing technology, software, lifecycle services, consulting, engineering, digital transformation, or enterprise sales environments.
- Experience leading strategic or enterprise-level accounts within complex, multi-site organisations in food, beverage, dairy, manufacturing, process, or infrastructure sectors.
- Demonstrated ability to understand and validate client challenges, build relationships with senior stakeholders, and operate credibly with C-suite, operational, engineering, digital, procurement and technology leaders.
- Commercial leadership capability, including account planning, value selling, opportunity qualification, pipeline management, forecast discipline, negotiation, and governance of complex opportunities.
- Ability to develop value-based business cases, quantify measurable outcomes, and link Rockwell Automation capabilities to client objectives, investment priorities and key performance indicators.
Nice to have
- Experience leading strategic or enterprise account relationships with complex, multi-site manufacturers.
- Experience working with a major dairy client or other multinational food and beverage, dairy, process or manufacturing clients.
- Demonstrated exposure to industrial automation, operational technology, industrial software, MES/MOM, cybersecurity, lifecycle services, consulting or digital transformation programmes.
- Knowledge of dairy manufacturing, food safety, regulated production environments, supply chain operations, sustainability programmes and capital project investment cycles.
- Experience influencing outcomes across cross-functional, regional and global teams within a complex matrixed organisation.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
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
The Strategic Account Manager is a senior enterprise sales leadership role accountable for the long-term commercial, strategic and executive relationship between Rockwell Automation and one of its most significant dairy clients.
You will lead the development and execution of a multi-year enterprise account strategy that aligns Rockwell Automation's automation, software, digital, lifecycle services, cybersecurity, consulting and partner capabilities with the client's business priorities, manufacturing strategy and operational performance objectives.
Acting as the primary relationship owner, you will engage across the client's executive, operational, engineering, digital, procurement and site leadership communities to shape senior-level conversations, identify priority growth opportunities, build value-based business cases and connect the client with the right Rockwell Automation resources globally.
Your Responsibilities:
Lead the enterprise relationship with the client, providing senior account leadership across executive, operational, engineering, digital, procurement and site-level stakeholders.
Develop, maintain and execute a multi-year strategic account plan that aligns the client's business priorities and investment roadmap with Rockwell Automation's full portfolio, including automation, software, digital, cybersecurity, lifecycle services, consulting and partner capabilities.
Establish and maintain an executive engagement model, including clear relationship mapping, governance cadence, stakeholder plans and alignment with Rockwell Automation leadership.
Lead enterprise growth by identifying, qualifying, prioritising and progressing opportunities with the highest strategic and commercial impact, including share-of-wallet expansion across the client's sites, functions and regions.
Build value-based business cases that connect Rockwell Automation solutions to measurable client outcomes, including productivity, quality, sustainability, resilience, safety, workforce enablement and digital transformation.
Provide disciplined commercial leadership through opportunity governance, pipeline management, forecast accuracy, account reviews, risk management and clear communication of progress against strategic objectives.
Coordinate Rockwell Automation's cross-functional account team, including sales, services, software, consulting, lifecycle, engineering, partner, commercial, support and executive resources, to deliver a consistent and aligned client experience.
Engage early in the client's strategic planning, manufacturing, engineering, digital and capital investment cycles to help shape technology roadmaps and position Rockwell Automation for long-term partnership opportunities.
Act as a senior industry adviser by bringing relevant insights, innovation and global food and beverage manufacturing best practices to support the client's operational and digital strategy.
Strengthen collaboration across Rockwell Automation product groups, business units, regional teams, global account resources and executive leadership to improve responsiveness, innovation and value delivery.
Model the behaviours expected of a senior enterprise sales professional, including executive presence, strategic thinking, ethical conduct, enterprise collaboration, client focus and leadership without direct authority.
The Essentials - You Will Have:
A bachelor's degree in Engineering, Automation, Business, Information Technology, Manufacturing or a related discipline is preferred. Equivalent experience in enterprise sales, industrial technology or strategic account leadership may also be considered.
Minimum 10 years' experience in industrial automation, manufacturing technology, software, lifecycle services, consulting, engineering, digital transformation, or enterprise sales environments.
Experience leading strategic or enterprise-level accounts within complex, multi-site organisations in food, beverage, dairy, manufacturing, process, or infrastructure sectors.
Demonstrated ability to understand and validate client challenges, build relationships with senior stakeholders, and operate credibly with C-suite, operational, engineering, digital, procurement and technology leaders.
Commercial leadership capability, including account planning, value selling, opportunity qualification, pipeline management, forecast discipline, negotiation, and governance of complex opportunities.
Ability to develop value-based business cases, quantify measurable outcomes, and link Rockwell Automation capabilities to client objectives, investment priorities and key performance indicators.
The Preferred - You Might Also Have:
Experience leading strategic or enterprise account relationships with complex, multi-site manufacturers.
Experience working with a major dairy client or other multinational food and beverage, dairy, process or manufacturing clients.
Demonstrated exposure to industrial automation, operational technology, industrial software, MES/MOM, cybersecurity, lifecycle services, consulting or digital transformation programmes.
Knowledge of dairy manufacturing, food safety, regulated production environments, supply chain operations, sustainability programmes and capital project investment cycles.
Experience influencing outcomes across cross-functional, regional and global teams within a complex matrixed organisation.
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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Company
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