CDM Application Consultant

Rockwell Automation

  • Shanghai
  • Permanent
  • Full-time
  • 1 month ago
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 DescriptionSummaryReporting to the CDM Commercial Manager, Cybersecurity Services, the Cybersecurity Services Application Consultant drives sales growth for the Networks and Cyber Services Business suite of offerings within their assigned geographic territory and/or industry vertical. You will provide sales leadership and consultation within your assigned territory and assuming direct involvement in major sales opportunities. Provides domain expertise of industries, applications, and technologies relevant to Rockwell Automation Network and Cyber Services. You will stablish and maintain business relationships at key accounts, leveraging existing Greater China Sales and Distribution relationships with the customer. Also responsible for identifying customer technical /commercial challenges and engaging appropriate resources to bring issues to resolution. Performance of these duties requires a substantial amount of independent interface with Rockwell Automation customers, our authorized distributors, strategic alliance partners, and business unit personnel. This is a remote role that can be worked from any location in China.What You will DoYou will drive direct sales to achieve order and revenue goals for the Networks and Cyber Services suite of offerings across assigned Territories and/or Industry Verticals. This includes selling Industrial Networking and Data Center Infrastructure Systems, Compute Assessments, Designs, Implementations, Cyber Security offerings (Risk assessments, OT Pen Tests, iDMZ's, 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.
  • Directly responsible for meeting and exceeding quota by negotiating and bringing opportunities to closure while working with the broader Rockwell Automation sales teams.
  • 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 to ensure efficient and effective communications and information flow from sales and pipeline development activities, Effectively translate technical terms into everyday language and properly manage expectations, both internally and externally.
  • Provide formal regular status reports to sales management which include forecast, pipeline and activity summary information. Monitor & report revenue and pipeline results weekly via 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 to generate demand, develop, and lead complex sales, close opportunities into revenue, and work within all vertical industries within the assigned region (e.g., Oil and Gas, Mining, Life Sciences, Heavy Industries, Food and Beverage, Chemical)
  • Demonstrate and execute 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.
  • Collect, analyze and communicate market data to produce growth strategies, target account planning, which includes deep understanding of competitive landscapes, trends, key wins/losses and service development needs to the BU product management teams.
This is a summary of the position's responsibilities and does not reflect the entire scope of work expectations.The Essentials - You Will Have:
  • Bachelor's Degree or equivalent years of relevant experience.
  • Must be able and willing to travel 30% of the time to assigned territories.
The Preferred - You Might Also Have:
  • 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 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
  • 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.
Rockwell Automation’s hybrid policy aligns that employees are expected to work at a Rockwell location at least Mondays, Tuesdays, and Thursdays unless they have a business obligation out of the office.

Rockwell Automation