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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 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, marshalling resources and enabling effective collaboration across supporting functions like Applications Engineering, Sales and Business Unit Managers, and 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.

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 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 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. Work with the channel team to develop and integrate.
Understand local market trends to detect potential system and solution applications.
Move (transfer in and out of vehicles and customer facilities), transport, set up and tear down of 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 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 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 CFR §120) 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
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.

Location

Maryland
Pennsylvania
Ohio

Work Type

Full-time

Experience Level

2+ years of experience

Education Level

Engineering degree or equivalent experience

Salary/Compensations

$113,000 - $200,000 annually

Benefits

Variety of medical insurance plans
Dental and vision coverage
Employee Assistance Program
401(k)
Tuition reimbursement
Employee resource groups
Recognition
Flexible time off plans
Paid parental leave (maternal and paternal)
Vacation and holiday leave

About the Company

Emerson is a global leader in automation technology and software. Through our deep domain expertise and legacy of flawless execution, Emerson helps customers in critical industries like life sciences, energy, power and renewables, chemical and advanced factory automation operate more sustainably while improving productivity, energy security and reliability.
With global operations and a comprehensive portfolio of software and technology, we are helping companies implement digital transformation to measurably improve their operations, conserve valuable resources and enhance their safety.
We offer equitable opportunities, celebrate diversity, and embrace challenges with confidence that, together, we can make an impact across a broad spectrum of countries and industries.
At Emerson, we are motivated by a spirit of collaboration that helps our diverse, multicultural teams across the world drive innovation that makes the world healthier, safer, smarter, and more sustainable.
We have built an engaged community of inquisitive, dedicated people who thrive knowing they are welcomed, trusted, celebrated, and empowered to solve the world’s most complex problems — for our customers, our communities, and the planet.
You’ll contribute to this vital work while further developing your skills through our award-winning employee development programs.
We are a proud corporate citizen in every city where we operate and are committed to our people, our communities, and the world at large.
We take this responsibility seriously and strive to make a positive impact through every endeavor.
At Emerson, you’ll see firsthand that our people are at the center of everything we do.

Equal Opportunity

Emerson is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.