Sales Manager - Industrial Software

Job Description

JOB DESCRIPTIONIf you are a Software Sales Executive in theProcess Industry, looking for an opportunity to grow, Emerson has an exciting opportunity for you! You will be responsible for driving business growth and meeting annual order targets for Emersons Industrial Software business in the assigned accounts or geographical territories. Included in these responsibilities is developing and leading account penetration plans and the global Emerson team supporting these accounts. The Industrial Software business features innovative solutions for operations management, simulation, operational improvement, data management, and analytics across a wide variety of manufacturing and process industries. The software enables users to achieve operational excellence in the areas of safety, reliability, production, and environmental sustainability.Your role responsibilities will include, but not be limited to, the following:

• Grow Software License, Subscription and Services Ordersfor Industrial Software at assigned accounts or geographical territories.
• Responsible for achieving or exceeding annual order targets of Industrial Software in enterprise accounts, select sites and within an assigned geographical territory.
• Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing footprint.
• Build Trusted Advisor Relationships -
• Establishes relationships with C-Level Business, Digital & IT executive sponsors, and Operations Leadership on assigned accounts participate in development of Industrial Software based solutions to improve clients business operating metrics and represent Emerson in their QBRs by bringing in value of counsel and expertise, value of solutions and value of implementation expertise.
• Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Demonstrate Customer and Situational Awareness -
• Actively understand assigned accounts technology footprint, strategic growth plans, technology strategy and competitive landscape.
• Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Drive Account Leadership -
• Lead the development & execution of designated account plans, stakeholder mapping, address stakeholder priorities & pain points, and optimize sales cycles, using value-based solution selling methodologies with focus on business case definition, ROI and business outcomes.
• Create accounts that become Emerson Customer Success references.
• Implement high level account strategies utilizing effective competitive positioning, value recognition and relationship development.
• Drive consistent results by effectively leveraging a sales team including lead generation, solution consultants and customer success managers.
• Close enterprise agreements with assigned strategic accounts and their sites regionally or globally.
• Practice Sales Excellence:
• Practitioner of best practiceSolution Selling Sales Methodologies
• Communicate customer drivers, needs, sales strategy and account plans to internal management and the sales team.
• Lead internal sales team through Opportunity Review, Deal Approval processes.Effectively articulate customer drivers, needs, and sales strategy to leadership and the sales team.
• Consistent and effective use of CRM

• Bachelors degree in Computer Science or Chemical Engineering disciplines, or Business-related field
• 8 to 10+ years experience in industrial software sales or business development with experience in leading enterprise engagements
• Proven ability to engage C-level contacts for the purpose of solution selling, establishing peer relationships, articulating strategic vision andclosing deals with clients business and IT and Operations leaders.
• Understanding the clients buying and decision-making process demonstrated ability to work effectively at all levels and influence key decision makers of the client organization.
• Knowledge of integrated operations, functional architectures, financial models and impact of technology, and able to translate business needs into functional requirements.
• Team player able to work effectively at all levels of an organization with the ability to influence.
• Effective written and verbal communicator, can relate to employees and customers at all levels.
• Facilitation skills, particularly workshop sessions andConsultative Sellingskills
• Excellent analytical, technical, presentation, leadership, consensus building, and interpersonal skills
• An average of 50% travel
• Proven track record as an enterprise sales/account manager in the OT (Operational Technology) and enterprise software field (real-time infrastructure, historians, data processing, analytics and asset management) with annual individual Orders responsibility of $2.5M
• Consistent track record of achieving business objectives including revenue goals, high NPS and customer focus in a highly dynamic business environment, working with commercial and enterprise clients
• Minimum 3 years experience selling enterprise software solutions to IT / Operations decision makers (CIO, CTO, C-level targets, VP Operations, Site VP/GM)

Keyskills :
Enterprise Software Asset Management Solution Selling Functional Requirements Data Processing IT business development Sales Analytics operations CRM

About Company

Emerson Electric Co. is an American multinational corporation headquartered in Ferguson, Missouri. The Fortune 500 company manufactures products and provides engineering services for industrial, commercial, and consumer markets. Emerson has approximately 86,700 employees and 170 manufacturing locations