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Channel Sales Account Manager

2 weeks ago

Kuala Lumpur, Malaysia Rockwell Automation Full time

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 Description

Rockwell Automation is hiring

We are looking for a Channel Sales Account Manager to join us in our Puchong, Malaysia office.

Reporting to the Manager, Market Access, SEA, you will manage the Enablement, Growth, and Performance Management of their distributors in Malaysia, Singapore, Brunei and Pakistan,

Your Responsibilities:
Understand the Distributor:

- Understand all operating functions of a distributor, including sales, marketing, operations, or supply chain.
- Understand how a distributor makes profit and investment decisions
- Understand the trends, drivers, and competing forces that impacts the distributor
- Understand the distributor’s ecosystem - how they work with SIs, OEMs, EPCs

Understand and Implement Limited Distribution
- Understand how to lead, influence, and guide toward compliance with distribution policies
- Understand the role and intent of the advisory councils
- In markets not using limited distribution, understand why; understand the local channel model, and how to support the relevant local distributors and authorized resellers

Understand Our Offerings
- Know the products, services, and solutions relevant to your market and the unique value of our offering
- Know how to tie the value of the RA and partner offerings to the customer’s problems
- Understand local distributor portfolio (including other vendors) and supporting capabilities

Demonstrate and Coach the Sales Skillset
- Demonstrate and coach essential selling skill
- Coach distributors on how to help customers with financial justification of projects
- Demonstrate negotiation techniques

Demonstrate and Implement the Sales Process
- Know your distributors, their market, and their value proposition in the market
- Analyze data to identify growth opportunities, define focus, and deploy resources to maximize the efforts and effectiveness of RA resources and distributor resources
- Ensure implementation and assess effectiveness of distributor's plan for growth
- Evaluate distributor performance to goal within each APR

Demonstrate Partnering Skillset
- Resolve conflict and manage difficult conversations with the distributor that yield a WIN-WIN outcome for all
- Lead the distributor into market making activities that grow mutual share in the marketplace; establish connections with and support distributor marketing

The Essentials - You Will Have:

- Bachelor's degree OR 4+ years of relevant equivalent experience in lieu of a degree
- Minimum 5+ years’ experience in Channel Account Management

The Preferred - You Might Also Have:

- Experience with Industrial Automation Products / IOT / Software

What We Offer:

- Great compensation package with sales commission
- Medical and Insurance benefits
- Hybrid work arrangements
- Inclusive culture

LI-BT1 #LI-Hybrid

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.