Don Shoemaker

Wildcard
DISC Type : sic

Vice President Market Access & Territory at Rockwell Automation

Cleveland, Ohio, United States

Overview

Don Shoemaker is the Vice President of Market Access & Territory Sales for North America at Rockwell Automation, where he has worked for over two decades. He leads the strategy for the companys PartnerNetwork™, focusing on collaborative solutions in automation and IIoT. He holds a Bachelor of Science from Villanova University.

He has extensive international leadership experience, having recently returned to the US after managing the Market Access team for the entire Asia Pacific region.

Personality Overview

Requires Proof

ROI Driven

Curious But Skeptical

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Partner Ecosystems
His role is centered on managing and growing Rockwell Automation's PartnerNetwork™ to help customers maximize their automation and IIoT investments through collaboration.
Digital Transformation
Actively hiring for his team, he is focused on finding talent to help lead the future of digital transformation and industrial automation for Rockwell's customers.
Industrial IoT
Highlights partner recognition in the IoT category, emphasizing that the combined value delivered to customers in this area is a key measure of success.

Media Appearances

Don has no verified media appearances

Work History

10-2022
Vice President Market Access & Territory at Rockwell Automation
6-2020 - 10-2022
Vice President Market Access - Asia Pacific at Rockwell Automation
4-2018 - 6-2020
Director, Integrated Architecture at Rockwell Automation

Education

1995 - 1998
Bachelor of Science (BS) from Villanova University

More Information

Social Presence :

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Exp : 7 Location : Cleveland, Ohio, United States Job Level : Senior Designation : Vice President Market Access & Territory at Rockwell Automation
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Insights For Selling To Don

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Focus on immediate action-items rather than the larger goals

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Don is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Don

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Don move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Don take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Don

Personality Compatibility


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