Cybersecurity Services Sales Executive

Rockwell Automation•Detroit, MI

21h•$206,320 - $309,480•Remote

About The Position

Rockwell Automation is a global technology leader focused on helping the world’s manufacturers be more productive, sustainable, and agile. This role drives sales and sales growth for the Networks and Cyber Services Business (SecureOT suite) of offerings. The executive will provide sales leadership and consultation direct to clients and maintain account control for involvement in major sales opportunities. They will also provide domain expertise of industries, applications, and technologies relevant to Rockwell Automation Network and Cyber Services. The role involves establishing and maintaining business relationships at important accounts, leveraging existing North America Sales and Distribution relationships with the customer. Additionally, the executive is responsible for identifying customer technical/commercial challenges and engaging appropriate resources to bring issues to resolution. This is a remote role that can be worked from any location in the United States.

Requirements

Bachelor's Degree or equivalent years of relevant experience.
Must be able and willing to travel 30% of the time to assigned territories.
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.

Nice To Haves

Bachelor's degree. Preferably in Electrical Engineering, Mechanical Engineering, Industrial Engineering, Information Technology, or Computer Science.
8+ years of sales experience in consultative sales in Cybersecurity, Cyber Services, Automation, Engineering Services or Manufacturing industry experience required.
Developing technical value propositions, demonstrate business and financial acumen, quantify return on investment, capital planning, operational budget management
Capable in leading and facilitating win strategy processes
Familiar with MEDDPIC or other Sales Process
Experience and demonstrated track record in developing account penetration, executive level selling, client-based strategy creation, and execution of existing frameworks in place
Expertise / certification in Cyber Security standards, such as ISO 27001, IEC 62443.
Demonstrate vendor/partner relationship management, collaborative selling (e.g. Cisco Systems, Panduit, Claroty, VMware, Symantec, Crowdstrike, Dragos, Fortinet) including influencing and developing strategic partnerships.
Cybersecurity Certifications

Responsibilities

Achieve Rockwell Automation Connected Services sales targets, and meet business plans for Industrial Infrastructure, Virtualization, Cyber solutions, and Managed Services Contracts using a discipline sales process within targeted accounts.
Develop and manage an accurate sales forecast and pipeline of Connected Services opportunities and other related solutions.
Work with Technical Service Engineers/Solution Architects and Connected Services Proposal Solution Consultants/Leads to develop the Scope of Supply, Bill of Materials, and Contract Requirements for proposals.
Leverage Global Sales & Marketing selling resources for target opportunity identification and access.
Serve as the primary liaison between customers, regional sales team members, and Rockwell Automation Connected Services.
Ensure efficient and effective communications and information flow from sales and pipeline development activities.
Effectively translate technical terms into everyday language.
Provide formal regular status reports to sales management which include forecast, pipeline and activity summary information.
Monitor and report revenue and pipeline results weekly through CRM tool for assigned Verticals or Geographies to ensure performance goals are met.
Understand products, technologies, and solutions centered on Networking, Infrastructure, Information Security, Virtualization, and Cyber Security Services.
Work within all vertical industries within the assigned region, including Oil and Gas, Mining, Life Sciences, Heavy Industries, Food and Beverage, and Chemical.
Demonstrate and implement sales and business management processes, (Monthly/Quarterly/Annual Funnel Reviews, Target Account Progression, New Customer Generation, Financial Forecasting, Proposal Generation/Revenue Target Review).
Responsible for competency development of territory sales teams, limited authorized distributor sales teams, and customers through conducting regular learning sessions, participate in/coordinate Rockwell Automation lead seminars and trade shows.