The EMEA Pursuit Desk Manager is instrumental in standing up and
running a new selling organization within our Global Sales and
Marketing (GSM) organization.
The Pursuit Desk is responsible for managing key sales
opportunities considered strategic to Rockwell Automation and sets
the strategic objectives and winning strategy for pursuits working
in conjunction with the account team and Business Unit and Industry
teams within the sub-region and global as applicable.
The Pursuit Desk Manager will allocate Pursuit Leaders to either
lead Opportunities, work with Account teams on opportunities or
coach Account teams on Pursuits Best Practices to drive sales
growth through the Pursuit Leaders' strong customer relationships
or through those of the Account Opportunity Owner. The Pursuit Desk
through the Pursuit Leaders will execute on their Opportunity
Pursuit plan in collaboration with EMEA Sales leadership including
the EMEA Strategic Accounts Vice President, geographic sales
Regional Vice Presidents and their teams. The Pursuit desk Manager
will also lead Pursuits directly as capacity allows.
The EMEA Pursuit Desk Manager is a leader with a proven track
record of leading Pursuits and building new teams of results driven
individuals that can engage on the EMEA region's most critical or
strategically important Pursuits - strategic due to complexity,
geographic reach and/or large revenue impact to the region.
Key Stakeholder Relationships
Rockwell Customers Regional Vice Presidents Strategic Accounts
Vice President Account Managers
Reports To: EMEA Commercial Operations Director
As functional & people manager
Builds the pursuit desk and defines processes of interaction
with the sales organization.
Leads a team of Pursuit Leaders to engage and win Rockwell
Automations largest revenue impacting Opportunity Pursuits.
Develops a Pursuits Centre of Excellence that documents Best
Practice Pursuits tools and processes. This Best Practice is shared
and used via Pursuit Leaders on Accounts.
Interacts with "C" level Executives and senior management
predominantly internal to RA but also occasionally with major
Confirms strategic pursuits and defines the relevant pursuit desk
As Pursuit Lead
Establishes and maintains relationships at an executive level
with target accounts and engaging with Rockwell business unit
leadership, field sales and RA distributors to ensure effective
pursuit strategy and execution.
Partners and collaborates with the sales force on key opportunities
to drive the full portfolio of Rockwell Automation products,
services, solutions including, network & security, safety, life
cycle management, remote monitoring, and support.
Responsible for the development and execution of sales strategies
and plans to exceed RA growth and performance objectives.
Identifies competitive and new business opportunities.
Analyzes accounts and develops an account strategy and penetration
plan with Rockwell field sales and distributor to increase Rockwell
share position at assigned accounts.
Establishes executive level relationships within the customer base
and understands customer applications, processes, and business
Assembles the right resources to impact the customer's decision
process and presents solutions to the customer (value proposition).
This includes Rockwell Automation resources in addition to
Defines the value proposition for opportunity, also the "influence
plan", at the End-user, Feed EPC, EPC's levels to ensure a winning
proposal is submitted.
Customizes multi-product, multi-vendor solutions from the Rockwell
portfolio and our partner network to deliver economic value add to
Provides project target and opportunity goals to regional account
sales to manage funnel for the Customer Relationship Management
Leads development of the bidding and pricing strategy, including
the solution and delivery model.
Supports the negotiations and facilitates obtaining management
approvals for bid investments, bid approvals, contacts terms and
conditions (T&Cs) and pricing.
Coordinate the appropriate resources to identify opportunities and
integrates competitive data and strategy into proposals.
Skills, Knowledge, Experience and Education
Bachelor's Degree, or in-lieu of a degree, a minimum of 4 years
of experience preferably in Engineering, Business or Marketing with
technical experience in the factory automation field.
8+ years of field sales and marketing experience in the automation
5+ years of people management experience Proven ability to lead
fast- paced sales pursuits involving complex and multi-tiered
technology services and solutions.
Strong influence, executive presence, verbal, and written
communication skills required.
Ability to communicate and work with a variety of people not under
direct control in a fast-paced team environment Strong Industry
application expertise and business knowledge.
Successful sales experience within world-class sales organizations
in the automation business Demonstrated ability to forge
relationships, build and inspire trust with C-level executives.
Capable of indirectly managing global business development
Must be capable of matrix leadership and have credibility and
confidence of sales leadership in each of the regions.
Strong peer leadership.
Proactive Agile worker both independently and collaboratively
Innovative and creative problem solver Change agile Team Player
Information Processing Capability (Factors of Complexity)
Ability to analyze Rockwell Automation Customer expected
Business Outcomes (using our Outcome Based Selling methodology) for
a single or multiple set of transactions that a customer would
place in the market directly or indirectly through
Develop Win strategies to meet expected customer business outcomes
combined with executable Pursuit Plans to manage a matrix set of
resources from Rockwell Automation's Sales, Business Units, and
Functional team resources Lead and oversee the production of
best-in-class proposal and pitch materials to engage customers
directly to win new business for Rockwell Automation
Accepts Role Requirements
Travel up to 30%-50% of the time.
Working in a multicultural environment Occasional working outside
of normal office hours
Key Performance Metrics
Win Rate >50% for all Opportunities that the Pursuit Desk is
Top 20 Rockwell Automation Opportunities reviewed and analysed on a
rolling basis CRM completeness for all Pursuit Desk led
3 Pursuit Leaders (team expansion based on annual successful
opportunity closures that drive revenue growth of the EMEA