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Channel Sales Account Manager
2 weeks ago
Rockwell Automation is a global technology leader focused on helping the world’s manufacturers be more productive, sustainable, and agile. With more than 25,000 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 Account Manager to be based in our Ho Chi Minh, Vietnam office.
This role will be responsible for the Enablement, Growth, and Performance Management of their distributor in the Vietnam local market, utilizing skills and knowledge in the following areas:
1. Understand the Distributor:
- Understand all operating functions of a distributor, including but not limited to sales, marketing, operations, 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 interact with SIs, OEMs, EPCs etc.
2. Understand and Execute Limited Distribution
- Understand how to lead, influence, and guide toward compliance with distribution policies
- Understand the role and intent of the various advisory councils
- In markets not utilizing limited distribution, understand why; understand the local channel model, and how to support the relevant local distributors and authorized resellers
3. Understand Our Offering
- Know the products, services, and solutions relevant to your market and the differentiated value of our offering
- Know how to tie the value of the RA and partner offerings to the customer’s problem
- Be able to succinctly deliver messages about RA capabilities
- Understand local distributor portfolio (including other vendors) and supporting capabilities
4. Demonstrate and Coach the Sales Skillset
- Demonstrate and coach essential selling skill
- Use the interpersonal skills that are needed for effective selling
- Coach distributors on how to help customers with financial justification of projects
- Demonstrate effective negotiation techniques
5. Demonstrate and Execute 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
- Drive channel accountability to meet AOP
6. Demonstrate and Execute the Sales Process
- Resolve conflict and manage difficult conversations with the distributor that yield a WIN-WIN outcome for all
- Drive distributor business plan development and execution
- Lead the distributor into market-making activities that grow mutual share in the marketplace; establish connections with and support distributor marketing
Requirements:
- Bachelor's degree OR 4+ years of relevant equivalent experience in lieu of a degree
- Minimum 5+ years’ experience in Channel Account Management
- Experience with Industrial Automation Products / IOT / Software will be a plus
- Proven track record of target achievements
- Excellent Communication Skills
- Ability to work in a multi-cultural and diverse company
- Good Team Player
