8 days old

Senior US Navy Account Manager

National Instruments Corporation
Austin, TX 78701
  • Job Code
    3680
Position Overview - Account Manager - US Navy

As a National Instruments Navy Account Manager (AM), you represent the tip of the spear of a respected industry brand with highly differentiated products and extensive customer support capabilities. In this role, you will grow your business acumen and strategic sales capabilities supporting one of NI's largest Defense customers. You will expand NI's presence and establish NI as the preferred vendor for your customers and influence investment decisions, resulting in increased share of wallet. Through individual action and deploying extensive company and partner resources, you will regularly qualify, advance and win sales opportunities while tackling and overcoming tough organizational and competitive challenges. You will enjoy collaborating in an open culture with coworkers and leaders who inspire you to new heights in your personal and professional development. You're on a career track that leads to increased impact as account manager, sales team manager, business development manager or in other key roles within the greater NI organization. This is an opportunity to make a name for yourself and reap the rewards of your success - personal, career and financial.

This position will be located at NI's headquarters in Austin, TX or the greater Washington, DC area.

Position Overview

The Navy Account Manager (AM) is responsible for driving account growth at top Warfare Centers near Washington, DC and Indiana. They inspire NI, partner and customer stakeholders to action and coordinate team activities to achieve co-authored objectives and accelerate technology deployment to the warfighter. They collaborate with a larger Navy AM team complementing their efforts from both the programmatic and research perspectives. They are responsible for ensuring that customers receive the support they need to achieve long-term success that results in repeat business. 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.

Quick Summary

NI Account Managers spend the majority of their time:

  • Develops and executes creative, winning strategies and account plans that consistently deliver exceptional (double digit) account growth

  • Consulting with customer engineers, managers, and program leads 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

  • Drives personal and account team growth by pairing the Navy's requirements with NI's strengths. Create compelling visions that drive action with internal and external decision makers to deliver to customer's strategic initiatives.
  • Key Performance Objectives

  • Achieve annual quota and quarterly targets by closing sales with a portfolio of 5 top Navy Accounts
  • Generate demand for NI products through effective top account objectives and overall account 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.
  • 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 the Aerospace, Defense, and Government Business Unit.
  • 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.
  • Basic Requirements

  • US Citizenship Required

  • 5 years' sales experience in business to business high tech sales, OR, test engineering using National Instruments products

  • 25-50% travel expectations
  • Preferred Requirements

  • Experience selling to large named accounts in Aerospace and Defense. DoD preferred. Track record of delivering revenue growth year-on-year

  • Technical degree from an accredited university with major in Electrical, Computer, Mechanical Engineering, or Computer Science, or similar

  • Knowledge of Test Automation hardware and software

  • Experience selling large complex hardware and software systems with a long sales cycle

  • Experience with Salesforce.com

  • Preferrable to reside in Austin, TX or in the greater Washington, DC area
  • #LI-GB1 Why NI?

    There are many reasons to consider joining a company. Key among them are the people, the ideas, and the technology. At NI, we believe in the power and potential of connecting the three to create a path to success.

    The people : We're looking for curious and creative problem solvers who value diversity and fresh perspectives, are bold and kind, and willing to take chances.

    The ideas : What did you want to be when you grew up? Did you want to program robots? Build flying cars? Leave the world better than you found it? At NI, we build on the big ideas of big dreamers to make their visions a reality.

    The technology : With our tailored, software-connected approach, we support our customers through all phases of the product development cycle. From 5G and medical innovations to autonomous driving and the future of space travel, we help our customers Engineer Ambitiously every day.

    We've long been globally recognized as a top employer. Our compensation and benefits are very competitive, as are our modern workspaces, career development and mobility opportunities, and a culture that fosters belonging and emphasizes community giving. We encourage our teammates to challenge the status quo and collaborate with one another to build innovative solutions.

    No matter your career path, we're here for you, for each other, and for the next generation of innovators who think bigger, aim higher, and go faster.

    Are you up for the challenge of helping shape humanity for the next 100 years? If so, let's get started, and let's Engineer Ambitiously together.

    NI is an equal opportunity and affirmative action employer, committed to providing a work environment free of discrimination on the basis of sex, race, religion, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, gender, gender identity, gender expression, age, sexual orientation, military status, veteran status, or any other basis protected by federal, state or local law.The Navy Account Manager (AM) is responsible for driving account growth at top Warfare Centers near Washington, DC and Indiana. They inspire NI, partner and customer stakeholders to action and coordinate team activities to achieve co-authored objectives and accelerate technology deployment to the warfighter. They collaborate with a larger Navy AM team complementing their efforts from both the programmatic and research perspectives. They are responsible for ensuring that customers receive the support they need to achieve long-term success that results in repeat business. 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.





    Posted: 2021-10-08 Expires: 2021-11-06
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    Senior US Navy Account Manager

    National Instruments Corporation
    Austin, TX 78701

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