The Solution Consultant is responsible for supporting sales at key customer pursuits by providing specific solution expertise in a defined geographical area. The Solution Consultant acts as the solution expert for the sales organization by delivering outcome-based messaging to customers at executive and management levels. The Solution Consultant has a broad understanding of all related products and delivery offerings from RA, partners and competitors in the designated solution area.
Be the focal point in the defined geography for the specific solution(s), of which he/she has been designated as an expert.
Participate in account planning and sales strategy focusing on new customer acquisition and existing customer expansion.
Proactively facilitate and/or provide training to the sales force & channel on the values and outcomes of specific solution(s).
Co-operate with the sales force in promoting the solution to existing and new customers with presentations and/or demonstrations.
Advise Technology Consultants and/or sales on proposal generation and validation.
Assist sales at proposal presentations for executive level customers
Define and articulate differentiators and values versus competition for the specific solution. Analyze competitive product lines, have knowledge of competitor's strategy, further define competitive differentiators.
Translate competitive solutions into a RA solution that meets or exceeds customer's expectations.
Actively seek out and participate in both formal and informal training opportunities to continuously develop technical skills.
Provide product gap and development feedback for the specific solution to appropriate organizations.
Share insights with regional and global peers.
Focus on opportunities that support Rockwell Automation's strategy.
Understand business models, organization, and go to market strategy, leverage where appropriate
Knowledge of industry strategies, familiarity with outcome-based selling.
Shares industry knowledge of customers based on their key drivers at the appropriate role level with new and existing customers
Keep sales and customer relationship management data up to date in local agreed upon tools such as SFA, optimizing by using these tools consistently
Exercise judgment within defined procedures and practices to determine appropriate action.
Leverage business insights in proposing solutions and facilitating change.
Manage multiple priorities and projects simultaneously, ensuring stakeholder expectations are managed appropriately.
Ability to manage competing demands, accept criticism and constructive feedback, while being extremely adaptable and flexible.
Seek out and embrace relevant perspectives when assessing a situation or making a decision; demonstrate clear understanding of multiple viewpoints.
Distill information from disparate data sources and the capability to tell the 'story' behind it, as well as recommendations for next steps.
Participation in global affinity teams to share application and pursuit experience with Global Domain Experts
Influence and operate across a highly matrixed organization.
Demonstrate enthusiasm for relationship building and partnership across the organization at all levels.
Values working in a team-oriented culture and building consensus with stakeholders before making key decisions.
Actively pursues personal continuous learning, development of skills and knowledge in job-related technical and professional areas.
Actively participates in calls and meetings via phone or in-person, as needed.
Travel to customers within assigned geography will be required.
Internal Number: 2677046
About Rockwell Automation
When you choose Rockwell Automation, you join countless talented employees who have helped us establish our leadership position in the automation industry over the past century.
You join a diverse, inclusive and global community with a passion for innovation. A place where you can partner with great minds and inspiring people. And a corporation backed by the financial strength that drives growth – and career opportunities.
As much as we focus on our customers, we know our employees are key to our success and future. Helping you develop a rewarding career is a top priority. Because when you succeed, we succeed.