UniversalAutomation.org (UAO) is an independent, non-for-profit association driving the adoption of a common automation layer across automation systems and suppliers, to achieve an ecosystem of portable, interoperable, “plug and produce” solutions.
In the Global Account Manager - Vendors role you will be responsible for achieving UAO’s yearly targets of Vendor recruiting and UAO offers.
The right candidate will be based in Europe, a highly driven and energetic professional, with the ambition to enable and transition the automation market towards software defined automation, in order to drastically improve the Industry’s return on investment, optimize operations, and achieve true IT OT convergence.
Job Description:
· Be and Act like an Owner of UAO Vendor Recruitment Goals
· Proactively identify new target vendors through any and all available driving pipeline growth
· Consistently and systematically follow up with and maintain an updated pipeline
· Develop trusted relationships at prospect members at different levels of the organization
· Create tailored closing plans for prospect vendor members. Be assertive and utilize negotiation techniques to timely close appropriate tier-memberships, in order to achieve quarterly and yearly membership KPIs
· Work with Marketing, Vendor Support and Members Success to smoothly onboard new Vendors. Be the trusted advisor to UAO Vendor members, supporting them in launching an UAO offer, from ideation to promotion
· Scout and attend events to support UAO business development efforts and market awareness, and meet prospect vendors
· Stay up to date on market information (vendor offers and strategy, competitive developments, news and publications from industry organizations…)
· Contribute and communicate ideas and insights from the field to the UAO team
Job Requirements:
· A completed technical Degree (Bachelor, Master)
· A minimum of 5 years of experience in the automation industry, in Industrial Control Systems, Software, Solution selling (value selling) and account planning experience
· Proven experience and ability to build relationships and networks at the senior level and relate in a consultative way, serving as a trusted partner
· An entrepreneurial mindset that motivates, drives and pushes you to achieve your goals
· A strategic, critical and growth-oriented mindset to continuously learn and improve your work to achieve excellence
· A disciplined, systematic and structured way of working to ensure plans move forward
· Committed, reliable and dependable in working with team and UAO members
· Resilience and adaptability to deal with complex, ambiguous or stressful situations calmly and professionally
· Strong communication skills in English with excellent verbal, written and presentation skills - other languages such as German are an advantage
Technical Skills (Must):
· A fundamental understanding of computers and software, including operating systems, real-time operating systems, embedded devices, and embedded software, is essential. This knowledge is crucial for crafting effective marketing and sales pitches for UAO runtime and its application in industrial control systems and automation.
· Basic knowledge and understanding of IOT, IIOT, Industry 4.0, and Edge Computing architectures and use cases. This is essential to position the UAO Runtime as the enabler technology for building these architectures.
· A solid understanding of the high-level architectures and various components of Industrial Control Systems is crucial. This knowledge is essential for meaningful discussions with vendors about potential offers utilizing UAO runtime for industrial automation and digitization.
· Exposure to standards and specifications like IEC 61131-3, IEC 61499, OPC UA, MTP, NAMUR, etc.., Basic knowledge of these will be a great value addition in effective marketing and sale of UAO runtime and its value proposition.
Technical Skills (Nice to have)
· Knowledge and hands-on experience in engineering and commissioning of Industrial Control Systems like SCADA, PLC, or DCS products and solutions.
· Hands-on experience in PLC or DCS programming.
· Basic exposure to general programming using any one of the high-level programming languages.
Our Offer:
· Location: Only Candidates in Europe will be considered. An interest to move to Vienna, Austria would be a plus · You will be part of an impactful organization developing an exciting an positive industry transformation, and will develop relationships with key players in the industry
· We provide the freedom to make your own decisions. Take on responsibility for the success of an international group
· Thanks to flexible working conditions, it will be easy for you to reconcile family, leisure time and your job.
· Attractive salary and social benefits