The best NI District Sales Managers and Account Managers effectively balance their time invested within a portfolio of named customer accounts to maximize sustainable long-term revenue growth. DSMs and AMs are responsible for all NI effort within their defined portfolio and must lead through influence to generate demand and close sales in identified areas of greatest opportunity. They inspire NI, partner and customer stakeholders to action and coordinate team activities to achieve co-authored objectives for top accounts. They are responsible for ensuring that customers receive the support they need to achieve long-term success that results in repeat business. DSMs and AMs regularly apply their technical knowledge to consult with customer engineers and managers, understand their technical and business requirements, and recommend the best selection of NI products and services that meet their needs.
NI District Sales Managers and Account Managers spend the majority of their time:
Planning and executing territory and account development initiatives to generate demand in identified areas of greatest opportunity
Consulting with customer engineers and managers to understand and address their technical and business requirements with the best NI products and services that meet their needs
Managing and closing sales opportunities discovered as a result of account initiatives through collaborations with partners and internal NI resources
Networking and discovery within assigned accounts to engage with new groups, create and sustain valued relationships with customer leadership, and identify new qualified sales opportunities
Key Performance Objectives
- Achieve annual quota and quarterly targets by closing sales with a portfolio of ~15 named accounts.
- Generate demand for NI products through effective top account plans and overall territory strategy. Within the first 30 days, assess the current state of business with assigned territory. Within 60 days, establish renewed account plans and overall territory strategy and review with NI sales management. Within 90 days, set co-authored objectives and priorities with top accounts through business driver reviews.
- Effectively lead NI and partner resources to close sales. Within the first 30 days, develop a clear understanding of all relevant team resources. Establish a system for keeping internal and partner stakeholders in sales opportunities informed and involved. Conduct quarterly top account plan reviews with sales management and select stakeholders. Keep CRM documentation up to date with key activities and opportunities to enable effective internal collaboration and provide input to business forecasting. Take the lead in coordinating development of all client proposals.
- Adapt and lead client presentations and product demonstrations. Be prepared to lead effective professional sales presentations and product demonstrations, adapted from existing enablement content or created in collaboration with Product Marketing and Systems Engineering. Great presentations and demonstrations begin with an attention-grabbing introduction, incorporate specific stories from the prospect's world that remind the audience of their painful current situation, and incorporate relevant success stories of NI implementations.
- Learn NI offering and relevant value proposition. Within 90 days learn the core NI services/solutions and be able to effectively present these solutions using cost-benefit, ROI and solution trade-off techniques. The knowledge learned will include: NI’s overall points of differentiation and value in key applications, business case modeling tools, high level sales enablement content, key technical white paper content, case studies, the NI web site and significant success stories to facilitate the sales process.
- Demonstrate account knowledge and ability to impact revenue by utilizing sales tracking systems and providing accurate forecasts. Within six months, develop an accurate 12 to 24-month account sales forecast. Effectively use Salesforce.com daily to provide organizational insight regarding active opportunities in all stages of the sales cycle.
- Bachelor’s degree from an accredited institution
- US citizenship preferred due to customer security requirements
- Please note: National Instruments does not petition for H-1B or other work visas for this position
- 5 years' sales experience in a technical environment
- Technical degreewith major in Electrical, Computer, Mechanical Engineering, or Computer Science, or similar
- Knowledge of Test Automation hardware and software, including LabVIEW
- Experience collaborating with Product Marketing and Systems Engineering
- Experience selling large complex hardware and software systems with a long sales cycle
- Experience with Salesforce.com