Sales Area Manager - East PA, NJ, MD

Hiring in Eastern PA, NJ, or MD

The Sales Area Manager (SAM) is a senior level sales position responsible for growing a geographic territory spanning multiple industries and account types. Revenue growth and customer success in this type of territory requires planning and execution with NI resources, distribution, and Solution & Integration partners for scale & reach, and ability to go deep on certain key accounts.

The successful candidate will have responsibility for developing and driving a Regional Growth Plan in partnership with key customers! The candidate will marshal resources and enable effective collaboration across supporting functions like, Applications Engineering, Sales and Business Unit Managers, channel & partner managers, devising and driving strategies to leverage established NI Distributors, Resellers and Solution Integration partners to expand scale and reach!

This position will report directly to the Regional Sales Manager.

• 7 years of experience
• Engineering degree or equivalent experience
• Must be a US citizen
• Test & Measurement experience is a plus

The ability to 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 the Small & Medium Solution & Integration partner 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

Identify and propose new partnerships (distributors, resellers, solution & integration partners) to grow NI market share and deliver value to customers based on regional needs. Work with the channel team to develop and integrate.

Understand local market trends to detect potential system and solution applications.

Ability to move (transfer in and out of vehicles and customer facilities), transport, set up and tear down of up to 100 pound hardware demo equipment

Ability to operate demo hardware at customer locations, trade shows, and events as needed.

Must be able to 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.

Driving customer success planning from initial engagement through end of customer lifecycle

Foster relationships with reseller/distributors in region to support territory objectives in partnership with 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 use in identifying 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 assigned territory to expand NI 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, product development, and others 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…