Cybersecurity Services Sales Executive

Rockwell Automation • Detroit, MI

5d • Remote

About The Position

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 Summary Reporting to the NA Sales Director, Industrial Cybersecurity Services, the Cybersecurity Services Sales Executive drives sales and sales growth for the Networks and Cyber Services Business (SecureOT suite) of offerings. You will provide sales leadership and consultation direct to clients and maintain account control for involvement in major sales opportunities. You will also provide domain expertise of industries, applications, and technologies relevant to Rockwell Automation Network and Cyber Services. You will establish and maintain business relationships at important accounts, leveraging existing North America Sales and Distribution relationships with the customer. Also 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. What You will Do Focusing on customer Outcomes, you will drive direct sales to achieve order and revenue goals for the Networks and Cyber Services suite of offerings across assigned accounts and newly developing accounts. This includes selling Industrial Networking and Data Center Infrastructure Systems, Compute hardware and software, Cyber Assessments, Designs, Implementations, Cyber Security offerings (Risk assessments, OT Pen Tests, iDMZ's, Asset and Risk Management Platform, Continuous Threat Detection and End Point Protection) and associated Comprehensive Managed Services. You will lead and close complex sales pursuits and client based executive level engagement/consulting. You must demonstrate collaboration and cross functional leadership skills, as their responsibilities will also include working with sales territories, sales management, business unit domain experts, and strategic partners to Rockwell Automation. Global collaboration, project coordination, market access and strategy planning will be needed as required. Your 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. You will 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. You will 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. This role ensures 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. This is a summary of the position's responsibilities and does not reflect the entire scope of work expectations.

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. This role ensures 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.

Benefits

• Health Insurance including Medical, Dental and Vision
• 401k
• Paid Time off
• Parental and Caregiver Leave
• Flexible Work Schedule where you will work with your manager to enjoy a work schedule that can be flexible with your personal life.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees