Manager, Digital Twin Software Sales

The Manager, Digital Twin Software Sales is responsible for leading a sales team within the Emulate3D 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 Emulate3D / Digital Engineering portfolio to meet/exceed sales goals, specifically focused on co-selling with regional global sales and marketing teams and enabling the channel to drive modular and channel ready software growth.

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.

Position Summary:

• Lead a sales team to consistently achieve or exceed order 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 in excess of 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.

• 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.

• Demonstrate understanding of the 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.

Basic Qualifications:

• Bachelor's degree

• Software industry experience

• 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.

Preferred Qualifications:

• Bachelor or Master's Degree in engineering, supply chain, computer science, manufacturing information technology or related discipline preferred; equivalent experience considered

• Prior pre-sales, direct sales or consulting experience Familiarity with supply chain concepts, logistics, manufacturing flow and interaction with IT and Manufacturing systems.

• Application Experience:

  • Factorytalk productioncentre, Factorytalk analytics platform, Factorytalk CPG suite, Factorytalk Auto suite, Factorytalk Pharma suite, Production Management, Quality Management, Warehouse, Management, Performance Management, Thingworx, Vuforia, Windchill

• Industry Experience:

  • Working knowledge of Industry 4.0and Internet of Things technologies

  • IOT / IIOT / Software / Annual Recurring Revenue-Subscription model type of experience

  • Working with all levels of a manufacturing enterprise - CxO, operations leadership, technical leadership, plant leadership and OEM machine builders

  • Demonstrated ability to sell at the senior management & executive levels, focusing on the business outcomes and demonstrating the tangible economic value of our products, information software & services

  • Auto/Tire/Life Science / Pharmaceutical / Medical Device / Regulated Industries

  • Consumer Product Goods / Food and Beverage / Packaged Goods

  • Water wastewater/Mining/Metal/Oil and Gas

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