Account Manager - Federal, Aerospace, & Defense

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

Summary

The Account Manager will be focused on sales to the US Government & its contractor ecosphere in our Federal, Aerospace and Defense Industry to help our customers create value and achieve positive customer outcomes. Reporting to the Discrete industry Sales Manager, you will work throughout the continental United States. Beyond technology, the differentiator here is relationship-building skills. How you find new opportunities and work with people will create your success in this role. You’ll develop and implement sales strategies and plans to meet, or better yet, exceed annual sales goals and grow our market share. Your understanding of the Federal, Aerospace and Defense industry and your ability to create a vision of what is possible will allow you to influence decision makers to make the difference. The workplace location is remote with travel to customers sites and Rockwell offices.

Because you’ve put into context how our portfolio will create value and benefit the customers’ operation and budget, those customers will rely on you for answers and help with achieving their desired outcomes – and grow their spend with us.

Essential Functions:

1. You will create a vision of what is possible. See beyond today. Understand the market, understand the trends, understand your customer. Connect the dots and paint a picture of how we help them attain what’s possible.
2. You will become the expert your customers need. Understand their industry (applications, standards/regulations, drivers & trends), their own organization and how things get done, what they want to accomplish and how our offerings and partner capabilities will help them achieve those goals.
3. You own it. It being the strategy for growing your accounts and talking to your extended team about your plans so they can support you.
4. You will develop into a trusted advisor. That means attention to their processes, goals and organization model so well that you can offer application knowledge, industry expertise and guidance on their strategic initiatives.
5. You will influence decisions. You’ll qualify customer opportunities, engage resources, and coordinate the solution design and presentation so the customer chooses our solution for all the right reasons.
6. You will collaborate. You’ll work with Industry Managers and your broader account team, senior management, and a technical engagement team (domain experts) to plan for and win opportunities.
7. You will look ahead. We have the platform, Dynamics Customer Relationship Management system, and the processes to maintain accurate assessments of targets and opportunities in the funnel.
8. You will negotiate. You’ll team with your colleagues in Contracts and Negotiations to offer the best contract terms and conditions (T&Cs), pricing, discounts, and allowances, and obtain agreements and prices to support the proposal effort.
9. You will support and manage. That includes customer/internal account reviews, and internal/external partner expectations.

This is a summary of the position’s responsibilities and does not reflect the entire scope of work expectations.

The Essentials- You Will Have:

1. Bachelor’s degree or equivalent experience
2. Valid driver’s license
3. Legal authorization to work in the US is required – we will not sponsor individuals for employment visas, now or in the future, for this job opening.
4. Travel: You will be able to travel up to 35% of your time in the continental US

The Preferred - You Might Also Have:

1. Bachelor’s degree
2. Experience selling to US government agencies & government contractors.
3. Working knowledge of Rockwell Automation’s products, software, & services
4. Typically requires 5-10 years of relevant experience.
5. Working knowledge of Industry 4.0 and Internet of Things technologies
6. Cybersecurity/Software/Annual Recurring Revenue-Subscription
7. You will sell at the program management & executive levels, focusing on outcomes and demonstrating how the tangible economic value of our products, information software & services can help them create value.
8. Familiarity with weapons depots & munitions/accelerant manufacturing
9. Experience with large project construction and EPCs
10. Security Clearance &/or CAC card

This position is part of a job family. Experience will be the determining factor for position level and experience.

The total target compensation range for this role in Colorado, California, Washington State and New York City is $139,440 to $209,660 which 60% is base and 40% is variable.

What We Offer:

• Health Insurance including Medical, Dental and Vision
• 401k
• Paid Time off
• Parental and Caregiver Leave
• Flexible Work Schedule where you will work with your manager to enjoy a work schedule that supports work/life balance
• To learn more about our benefits package, please visit at

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.

Rockwell Automation is an Equal Opportunity Employer including disability and veterans.

If you are an individual with a disability and you need assistance or reasonable accommodation during the application process, please contact our services team at +1 (844) 404-7427.

At Rockwell Automation we are dedicated to building a diverse, inclusive and authentic workplace, so if you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.