Global Industrial Digital Solutions Manager
3 weeks ago
The Global Industrial Digital Solutions Manager (DSM) is an entrepreneur leveraging a broad base of experiences, technical knowledge, marketing acumen, collaborative skills, planning, strategy, and execution to gain market share in the United States and Canada. The DSM is the subject matter expert (SME) understanding both digital solutions and general automation technologies. The candidate will be working within a global company with proven offerings, go to market strategies, quality offerings and established processes and procedures. This unique blend of both entrepreneur and SME means the DSM role is really a blend of both business development and Digital Solutions consultant. The SME role has to be adept at working and growing digital solutions business through the Mitsubishi Electric Automation, Inc. (MEAU) sales and key channel partners. The DSM role works with marketing and sales to identify and pursue key market segments, application initiatives, and target customers. The DSM role works with business development, marketing, and regional sales to develop and continually improve on the digital solutions go to market strategy.
Position Duties and Responsibilities Activity & Essential Function Identification- Increase digital solutions market share within US through increased sales and achieving sales goal within USA/Canada
- Achieve sales goals working closely with various sales and business development groups within Mitsubishi Electric Automation (MEAU) groups as well as key partner channels
- Focus on growth in key vertical market segments including automotive, machine tool, food, medical, life science, electrical assembly, e-tech, semiconductor and logistics.
- Identify target accounts within key market segments and help prospect and develop these accounts in conjunction with regional sales and business development cross functional teams.
- Have experience and knowledge working within a discipline sales process on a sales team, as the SME, in helping advance digital solutions opportunities from initial discovery through the technical discovery and into closure.
- Working closely with marketing to provide regional sales team, business development and key channel partners updates on new products, applications, and solutions related to digital solutions.
- Understand markets, customers, competitors, products and applications to recommend digital solutions to prospective customers
- Represent Mitsubishi in a professional, ethical, and socially responsible manner with customers.
- Document activities in Salesforce and develop an opportunity pipeline.
- Provide monthly report.
- Provide input and help develop and improve the yearly digital solutions go to market strategy in coordination with marketing and sales functions.
- Be a marketing liaison between product marketing and sales as opportunities progress to advocating and negotiating stages.
- Supplement marketing lead generation efforts through own efforts to prospect possible target accounts and develop qualified leads in specific initiative areas including food and machine tool.
- No direct reports initially but must work through the regional sales, business development, marketing, and services & solutions organizations.
- 50% + Travel within North America/International travel as needed.
- Bachelor’s degree in Engineering – Mechanical, Electrical, Automation, Manufacturing, Information Technology – or equivalent experience
- 5+ years’ experience selling software products/solutions such as Supervisory Control and Data Acquisition (SCADA), Digital Twin Simulator, Production Monitoring, Process Improvement and Data Analytics at major end-users
- 5+ years’ experience in the defined market: OEMs, SI’s, Consultants, and End-Users, with in-depth knowledge of industry requirements and applications
- 5+ years’ experience working with and managing sales activities of distributor or rep sales organizations.
- Minimum of 5-8 years Application Solution Sales, and/or Strategic Sales and Marketing Experience at Fortune 1000 End User, and OEM customers
- Significant network of contacts, and ability to network in the defined market: industrial software providers, SI’s, Consultants, and End-Users
- Demonstrated ability in strategic marketing planning and execution
- Excellent interpersonal skills and “presence” to deal effectively with senior-level contacts
- Ability to learn MEAU products and recommend technical applications to meet customer needs
- Computer proficiency – Microsoft Office
- Sales experience with some or all of the following is a plus:
- Software as a Service (SaaS) products
- PLC’s, HMI’s, Industrial PC’s. Software, and interfaces
- VFD(Inverters)
- Motion Control (Servo)
- Ability to uphold the stress of traveling
- Ability to execute logical reasoning and decision-making skills
- Ability to organize and prioritize working activities
- Ability to communicate clearly and present information to large groups effectively
The pay range for this position at commencement of employment is expected to be between $90,000 and $140,000 annually, however, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience.
If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.
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