• Owns the account strategy within assigned accounts and communicates to extended teams on an account-by-account basis. • Establishes executive level relationships within the customer base and understands customer processes, business drivers and organizational model. • Establishes a trusted advisor relationship with customers, understands customer processes, business drivers and organization model while providing guidance on customer's strategic initiatives. • Follows the Rockwell Automation sales process: knows assigned accounts, plans for growth, maintains a healthy funnel, drives opportunities to closure and evaluates performance to goal. • Understands the industry (applications, standards/regulations, drivers and trends), the customer's organization and desired business outcomes and Rockwell Automation offerings and delivery mechanisms as well as partner capabilities relevant to assigned accounts. • Provides application knowledge and industry expertise. • Manages sales activities according to Rockwell Automation's outcome-based selling methodology. • Proactively collaborates with the North America Regional Industry Managers. • Qualifies customer opportunities, engages the appropriate resources and coordinates the solution design to impact the customer's decision process and presents solutions to the customer (value proposition). • Brings the right resources to the table to impact the customer's decision process and presents solutions to the customer. • Coordinates Rockwell Automation account team, senior management, and a technical engagement team (domain experts) to plan for and win identified opportunities. • Maintains accurate assessment of target and opportunity funnel within the Salesforce Customer Relationship Management system. • Teams with corporate Contracts and Negotiations group to come to terms with customers. • Negotiates contract terms and conditions (T&Cs), pricing, discounts and allowances. • Supports customer/internal account reviews. • Sets and helps manage internal/external partner expectations.