Open to remote locations within the US
(Hiring Manager is in Milwaukee, WI)
The Connected Enterprise (CE) Business Consultant is responsible for the sales of Rockwell Automation's Connected Enterprise solutions to customer Executives. They will leverage their manufacturing/business expertise to help customers maximize their operational performance in a given set of industries. The individual will lead the customer through a consulting engagement process that results in a series of recommendations and actions to remediate those issues. The role will also include orchestrating appropriate resources through sales cycle to support the customer's journey. Daily activities will include facilitation of customer workshops, defining solutions, quantifying solution ROI, and presenting a winning outcome to the customer.
Ability to lead the CE Sales Engagement Process including:
Facilitates workshops and white board sessions to develop a detailed understanding of customer requirements, strategies, and KPIs.
Extracts and shares insights from a Gemba Walk and process documentation
Translates the client's strategic direction and business objectives into holistic digital solutions that are aligned with RA's capabilities for solving those needs.
Co-develops opportunity road maps with the customer Executive team so they can visualize how they will improve their performance with associated cost and financial benefits.
Responsible for closing orders while collaborating with the broader RA sales teams
Responsible for bringing in other resources as needed to provide the proper level of consultation for the customer.
Drives Internal Solution for customer
Help define bidding and pricing strategy including the solution and delivery model.
Assist in the development of the value proposition including project scope and ROI analysis. Utilize value selling techniques to quantify project ROI and structure commercial deals accordingly.
Serve as primary liaison between RA sales teams, and appropriate business units to ensure efficient and effective communications of costs and business consulting activities.
Executive Consulting Skills including:
Ability to deliver messaging based on depth of audience knowledge and interest level
Excellent listening skills with the ability to summarize, document, and communicate the outcomes and next steps.
Helps customers prioritize their business challenges and solve problems by leveraging their financial, industry, and operations knowledge.
Provide formal regular status reports to management which include forecast, pipeline and activity summary information. Monitor & report revenue and pipeline results weekly via CRM tool for assigned accounts to ensure performance goals are met.
Responsible for providing feedback to the business unit on existing and future commercial programs required to accelerate growth of the process business.
Share best practices with product and marketing organizations to achieve CE revenue targets for Business Units or Geography
Rockwell Automation, Inc.