Sr. Account Manager - Technical Automation Sales

Responsibilities:

• Hunt and grow profitable sales at target accounts. Objective: Drive >=30% profitability (less overhead) on project sales.
• Besides, growing sales be accountable for maintaining a rolling 12-month forecast for target accounts in Salesforce.  Be active in driving a robust sales pipeline.
• Work with strategic partners to assist in annual joint account planning initiatives.  These include but are not limited to GE, Moxa, Stratus, Unitronics, and others.
• Work with the insides sales team to develop quotations and deliver those proposals to existing and prospect customers
• Drive the AutomaTech’ s end-to-end sales process.
• Work closely with existing Inside Sales Managers to up-sell/cross-sell multiple services within target end-user accounts.
• Target Account End User List (work with the Vice President and General Manager) to develop target list
• Lead the “hunting” of new opportunities within our selective target accounts in the New England and Midwest Areas. This is more account based actions then regional coverage based.
• Be the customer advocate and drives towards 70% customer face time.
• Assist in developing the annual sales target plan and rolling twelve-month forecast.  This is both a strategic and tactical activity.
• Keep your forecast and sales pipeline up-to-date and accurate in Saleforce.com
• In conjunction with the EVP, Sales, and Marketing, develop contact and sales plan to approach new and current companies /contacts regarding AutomaTech capabilities and offerings
• Participate in marketing activities such as trade shows, seminars, and content development for web materials and white papers
• Maintain relationships with key customers in operations, manufacturing, engineering, maintenance, and manufacturing IT functions.

Competencies:  Skills, Knowledge, and Experiences

• Seven + years of successful Industrial Automation Selling Experience
• Technology Discipline:  Electrical Engineering, Mechanical Engineer, Industrial or Computer Science:  Bachelor’s degree preferred.
• Have an established network of business contacts and customers within the industrial automation industry.
• Developed and maintain a thorough knowledge of AutomaTech industry segments
• Exceptionally well versed in Industrial Automation Applications (Level 1, Level 2, & Level 3 automation layers).  Extreme focus on SCADA, Historian, MES Systems, Cyber Security Platforms, and Machine Learning and Analytics.
• Familiar with the types of technology used by AutomaTech and its customers
• Outstanding communications skills, including written skills, but especially verbal skills
• Ability to create and foster strong relationships with customer by adding value and solving their business challenges
• Motivated and passionate about working with people and overcoming challenges through collaboration and a win-win paradigm
• Strong business acumen and ability to determine the long-term value
• Software Skills:  Salesforce.com, Office 365, MS Teams
• Background in consulting or practice lead
• Demonstrated leadership and influence characteristics
• Excellent listening skills