CASE STUDY

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CLIENT: Rockwell Automation – Information Solutions Division (Industry 4.0)

The Challenge

Rockwell Automation, a global leader in industrial automation, needed to strengthen its Information Solutions division — with a sharp focus on driving MES and digital transformation sales across Europe.

But this wasn’t about traditional software sales. Rockwell required high-impact, senior solution sellers who could navigate complex enterprise buying landscapes — engaging across manufacturing, IT, engineering, and quality to sell business outcomes, not point solutions.

The task was clear: drive net-new revenue in Industry 4.0, through long-cycle, multi-stakeholder deals. The stakes? High. The talent pool? Niche and fiercely competitive.

The Leadership Mandate

MITREC was engaged on a retained basis to deliver senior MES sales professionals who could:
  • Lead complex, high-value MES and digital transformation sales across Europe
  • Thrive in 12–18 month sales cycles involving cross-functional stakeholders and layered decision-making
  • Operate with consultative depth — as trusted advisors, not transactional sellers
  • Bring executive presence and the ability to engage confidently at C-suite level
  • Align with Rockwell’s evolving Industry 4.0 strategy while adapting to cultural nuance across European markets

This wasn’t about filling a territory. It was about embedding strategic thinkers into a global growth agenda.

The Search Strategy

We deployed a targeted, region-wide headhunting campaign across key MES, PLM, and Digital Twin vendors — focused exclusively on high-performing sales executives with a proven record in value-led enterprise sales.

Strategic actions included:
  • Mapping high-value enterprise sellers across top-tier industrial software providers in Europe
  • Prioritising those with deep consultative methodologies and success in complex solution sales
  • Screening for long-cycle deal DNA: stakeholder alignment, strategic patience, and influence without pressure
  • Partnering closely with Rockwell’s leadership team to iterate on feedback, profile nuance, and regional preferences
  • Maintaining a high-touch, confidential search cadence to ensure speed without compromise
The result: a refined, vetted shortlist of senior sales leaders with the mindset, experience, and cultural fit to succeed inside Rockwell’s enterprise sales engine.

The Outcome

Rockwell secured a senior MES Sales Executive who was not only an exceptional cultural fit — but a strategic asset to their European digital transformation efforts.
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“Daniel provided a professional senior-level recruitment service to Rockwell Automation, securing us a high-level MES Sales Executive who is an excellent fit… I look forward to further success in a rapidly evolving sales and digital environment.”
Sales Leader, Rockwell Automation

MITREC Strategic Insight:

In complex, multi-market enterprise sales, hiring for experience isn’t enough. The real differentiators? Strategic patience, stakeholder fluency, and the ability to drive transformation — not just transactions.

That’s why Retained Search is essential when building world-class digital sales teams.
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