Duties and Responsibilities: The Systems Solutions Account Manager is responsible for promoting and developing opportunities across Emerson's automation portfolio, including:
- DeltaV™ Distributed Control Systems (DCS)
- DeltaV™ SaaS and Digital Transformation Solutions
- Control System Modernization and Migration Programs
- AspenTech™ Industrial Software
- Guardian™ Digital Lifecycle Services
- Asset Management and Reliability Solutions
- Advanced Process Control (APC)
- Batch Automation Solutions
- Industrial Cybersecurity Services
- Engineering, Commissioning, and Project Services
- Lifecycle Service Agreements and Resident Programs
- Operator Training and Simulation Solutions
- Integrated Operations and Performance Improvement Solutions
Duties and Responsibilities- Develop and execute strategic account plans to expand Puffer's/Emerson's presence within assigned accounts and achieve annual orders and revenue objectives.
- Identify, qualify, and pursue greenfield, brownfield, migration, modernization, and expansion opportunities involving DeltaV and related automation technologies.
- Build executive-level relationships with operations leaders, engineering managers, maintenance managers, plant managers, and corporate decision-makers.
- Serve as the primary commercial resource for customers by aligning Emerson solutions with their operational, reliability, safety, and business objectives.
- Develop value-based proposals and business cases that demonstrate measurable operational and financial benefits.
- Lead complex sales pursuits involving cross-functional resources, including systems engineering, project management, lifecycle services, proposal teams, and business leadership.
- Develop opportunities to replace or modernize competitive automation platforms installed within customer facilities.
- Position Emerson's DeltaV DCS platform against competing technologies including Honeywell Experion, ABB System 800xA, Yokogawa CENTUM, Siemens PCS7, Schneider Electric Foxboro, and Rockwell PlantPAx.
- Maintain detailed knowledge of customer operations, capital projects, maintenance strategies, production objectives, and digital transformation initiatives.
- Coordinate sales activities with distributors, system integrators, EPC firms, and other channel partners.
- Manage opportunities through the entire sales cycle, including prospecting, qualification, strategy development, proposal generation, negotiation, and contract award.
- Maintain accurate forecasting and opportunity management within the CRM platform.
- Support business unit growth initiatives, trade shows, customer events, seminars, and industry networking opportunities.
- Maintain regular presence at customer sites and corporate offices to strengthen relationships and identify emerging business opportunities.
QUALIFICATIONSEducation/Knowledge:- BS/BA degree required in a discipline that supports a technical knowledge of the business.
- 7+ years of successful experience in industrial automation, process control, systems integration, technical sales, or automation engineering.
- Demonstrated success selling Distributed Control Systems (DCS), control system modernization projects, automation software, industrial digitalization solutions, lifecycle services, or engineering services.
- Experience working with or supporting process industries such as refining, chemicals, oil & gas, life sciences, power generation, food & beverage, mining, pulp & paper, or metals.
- Knowledge of leading DCS platforms including Emerson DeltaV, Honeywell Experion, ABB System 800xA, Yokogawa CENTUM, Siemens PCS7, Schneider Electric Foxboro, or Rockwell PlantPAx.
- Experience identifying and developing capital project opportunities with long sales cycles and multiple stakeholders.
- Strong understanding of automation project execution, control system lifecycle management, and operational technology environments.
- Experience working for an automation manufacturer, system integrator, EPC contractor, engineering firm, or industrial technology provider is highly preferred.
Preferred BackgroundsCandidates with experience from the following organizations are preferred:
- Honeywell Process Solutions
- ABB Process Automation
- Yokogawa
- Siemens
- Schneider Electric / Foxboro
- Rockwell Automation
- Maverick Technologies
- Prime Controls
- Matrix Technologies
- TriCore
- Wood
- Fluor
- Burns & McDonnell
- Concept Systems
- ECS Solutions
- Other industrial automation system integrators and EPC organizations
