The Manager, IoT and AR Sales is responsible for leading a sales team selling the IoT and AR portfolio within a specified Region. The role is responsible for the regional development and execution of sales strategies and ownership of all sales responsibilities in the PTC's proven platform for the Industrial Internet of Things (IoT) called ThingWorx and Augmented Reality called Vuforia by prospecting and selling efforts.
Responsible for delivering sales growth through a defined sales process, leveraging the full capabilities of Rockwell's business units, geographic sales organization, and channel partners as appropriate. The incumbent will expand existing and future relationships by providing business solutions through customer-centric selling techniques and the consultative sales process.
Lead a sales team to consistently achieve or exceed IoT and AR orders 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 IoT and AR more than 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 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 business & financial knowledge and its impact on potential business.
Demonstrate understanding of 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.
Internal Number: 2707317
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