Sales Area Manager

Hiring in Maryland, Pennsylvania, and/or Ohio. This position reports directly to the Regional Sales Manager.

About the role

The Sales Area Manager (SAM) is responsible for growing a geographic territory spanning multiple industries and account types. Revenue growth and customer success in this territory requires planning and execution with NI resources, distribution, and Solution & Integration partners for scale and reach, and the ability to go deep on certain key accounts. The successful candidate will develop and drive a Regional Growth Plan in partnership with key customers, marshal resources, and enable effective collaboration across supporting functions such as Applications Engineering, Sales and Business Unit Managers, channel and partner managers. The role involves devising and driving strategies to leverage established NI Distributors, Resellers, and Solution Integration partners to expand scale and reach.

Responsibilities

• Run a sales territory including pipeline development, territory planning, account planning, forecasting, quota attainment, technical sales presentations, prospecting, and short- and medium-term opportunity management.
• Establish access and maintain active relationships with key decision makers in various industries, partners, and customers to drive all pertinent issues related to sales strategy and goal attainment.
• Foster new non-direct opportunities by connecting with Small & Medium Solution & Integration partners in the territory.
• Identify, develop, and implement territory strategy to close new business opportunities and expand revenue with customers across the assigned region; independently and cooperatively.
• Target and gain access to decision makers in key prospect accounts across the assigned territory.
• Collaborate with operative peers across functions (including sales, channel, marketing, sales operations, sales engineering, services, customer support, and product management) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level.
• Work cooperatively with Integration and Distribution partners to leverage established account presence and relationships.
• Bring together, maintain, and disseminate accurate and relevant prospect information using Salesforce.com.
• Identify and propose new partnerships (distributors, resellers, solution & integration partners) to grow NI market share and deliver value to customers based on regional needs.
• Understand local market trends to detect potential system and solution applications.
• Move, transport, set up, and tear down up to 100-pound hardware demo equipment.
• Operate demo hardware at customer locations, trade shows, and events as needed.
• Travel frequently within the assigned territory with demo equipment.
• Connect with academic communities to enhance sales and product adoption; engage with key university contacts for teaching and research collaborations.
• Cultivate and maintain strong relationships with key decision-makers and customers within assigned accounts at both the technical engineering and leadership levels.
• Understand customers' technical and business needs, challenges, and goals to provide NI solutions and ensure customer success.
• Drive customer success planning from initial engagement through the end of the customer lifecycle.
• Foster relationships with reseller/distributors in the region to support territory objectives in partnership with the NI channel manager.
• Travel within the region to regularly be in front of customers, partners, and key collaborators to present NI technology.
• Build and leverage relationships with Integration and Distribution partners to identify the proper route to market planning to ensure positive customer experiences with the NI Ecosystem.
• Develop and implement territory plans to achieve and exceed revenue targets.
• Proactively address any issues or concerns to ensure customer retention and loyalty.
• Actively prospect into established and new accounts within the assigned territory to expand NI's Serviceable Addressable Market.
• Establish and nurture the local LabVIEW community and user group meetings.
• Understand and leverage government funding opportunities to support business growth.
• Collaborate with internal teams, including sales, marketing, operations, and product development, to develop and implement strategic territory plans.
• Stay informed about industry trends, competitive landscape, and customer needs to identify new business opportunities.
• Leverage market insights as inputs into the Territory Growth Plan.
• Develop and own the territory event and marketing plan in collaboration with field marketing and other sales personnel.
• Interact with other sales engineering peers to ensure the success of the territory as appropriate.
• Provide accurate and timely sales forecasts, reports, and updates to senior management.
• Utilize CRM systems daily to maintain detailed territory records and track sales activities.

Requirements

• 2+ years of experience.
• Engineering degree or equivalent experience.
• Only U.S. Persons (U.S. citizens, lawful permanent residents, or protected individuals as defined by 22 CFR120) may be considered.
• Previous experience as a (Field) Applications Engineer and/or Sales Account Manager or like roles is a plus.
• Test & Measurement experience is a plus.

Benefits

• Flexible, competitive benefits plans including medical, dental, and vision coverage.
• Employee Assistance Program.
• 401(k) retirement plan.
• Tuition reimbursement.
• Employee resource groups and recognition programs.
• Flexible time off plans, including paid parental leave (maternal and paternal), vacation, and holiday leave.

Pay

The salary range for this role is $113,000 - $200,000 annually, commensurate with skills, talent, capabilities, and experience.

Emerson will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1 (including those with OPT or CPT), H-1, H-2, L-1, B, J, or TN, or who need sponsorship for work authorization now or in the future, are not eligible.