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About the Role

This individual contributor role is responsible for identifying, developing, and growing OEM customer relationships across an assigned region. You will be the primary interface between NI and OEM accounts, driving new design wins and managing the NI Technology Accelerator Program (NI TAP) pipeline.

Responsibilities

• Serve as the regional owner and primary point of contact for the NI Technology Accelerator Program (NI TAP), managing a pipeline of startup and early-stage OEM customers.
• Onboard new NI TAP participants, guide them through program benefits, and help them advance from prototype to production.
• Track NI TAP member progress through the product development lifecycle and identify high-potential participants for strategic account status.
• Coordinate with NI applications engineering and product teams to deliver technical support commitments to NI TAP members.
• Report on NI TAP pipeline health, design-in activity, and projected volume ramp to regional management.
• Identify and qualify new OEM design win opportunities across the region through prospecting, account reviews, incubator engagement, channel partner collaboration, and inbound leads.
• Maintain an accurate and up-to-date design win funnel in Salesforce, including opportunity stage, NI product platforms under consideration, projected volume, and anticipated production ramp timelines.
• Engage technical decision-makers early in the design cycle to position NI platforms as the preferred solution.
• Coordinate with NI sales, applications engineers and product specialists to provide technical demonstrations, evaluations, and proof-of-concept support for high-priority opportunities.
• Document closed design wins and communicate wins to cross-functional stakeholders including sales, operations, marketing, and product management.
• Meet or exceed quarterly and annual new design win targets.
• Own the regional top 50 OEM account demand signaling process; work proactively with customers to obtain rolling purchase forecasts and submit timely demand signals to NI operations and supply chain teams.
• Conduct regular business reviews with top 50 accounts to validate forecasts, understand production ramp/ramp-down signals, and escalate supply risks early.
• Partner with NI operations, customer service, and order management teams to ensure top accounts receive timely order fulfillment, resolve backlog issues, and escalate critical shortages.
• Maintain forecast accuracy metrics for the top account portfolio and report discrepancies and corrective actions to management.
• Serve as the customer advocate internally when supply constraints arise, facilitating priority allocations for accounts where a supply gap would jeopardize NI’s designed-in position.
• Manage a portfolio of existing OEM accounts; build and deepen relationships with engineering, procurement, and operations stakeholders.
• Develop account plans for top accounts detailing growth strategies, competitive threats, expansion opportunities, and key milestones.
• Identify upsell and cross-sell opportunities across NI’s hardware and software portfolio.
• Support contract renewals, volume pricing negotiations, and OEM agreement reviews in collaboration with the NI legal and finance teams.
• Respond promptly to customer inquiries, RFQs, and RFPs; ensure proposals are technically accurate and competitively positioned.
• Monitor regional OEM market trends, emerging technology segments, and competitive dynamics.
• Research and track competitor activities, pricing, and design-win announcements; relay competitive intelligence to product management and sales leadership.
• Identify new vertical market opportunities where NI platforms have differentiated value for OEM customers; propose targeted go-to-market activities.
• Attend regional trade shows, industry conferences, and OEM-focused events to build market awareness and generate qualified leads.
• Maintain accurate and up-to-date accounts, contact, opportunity, and activity records in Salesforce CRM.
• Provide weekly pipeline and forecast updates to management; flag at-risk opportunities and propose mitigation actions.
• Prepare monthly and quarterly business reviews summarizing OEM regional performance, NI TAP status, design win progress, and top account health.
• Track KPIs including new design wins, NI TAP pipeline count and conversion rate, top 50 forecast accuracy, revenue attainment vs. target, and incubator engagements.

Requirements

• Bachelor’s degree in Electrical Engineering, Computer Engineering, Physics, Computer Science, or a related technical field. Business or marketing degrees considered with demonstrated technical acumen.
• 2+ years of experience in technical sales, business development, account management, or applications engineering in technology.
• Familiarity with test and measurement concepts, data acquisition, embedded systems, or industrial automation.
• Demonstrated ability to manage a sales pipeline and track opportunities through CRM tools (Salesforce preferred).
• Strong communication and presentation skills; comfortable engaging with engineers and technical buyers.
• Self-starter with the ability to prioritize independently and manage multiple concurrent accounts and projects.
• Willingness to travel up to 30% domestic and possibly international.
• Legal authorization to work in the US - visa sponsorship will not 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 for hire.

Skills

• LabVIEW
• PXI
• CompactRIO
• DAQ
• Instrumentation
• Semiconductor
• Industrial hardware
• Technology startup
• Hardware accelerator
• Incubator environment
• OEM supply chain fundamentals
• Demand forecasting
• Lead times
• Volume pricing structures
• Design win sales processes
• Hardware product development lifecycle
• Engineering communities
• Events
• Developer programs
• Partner ecosystems
• Microsoft Office 365 (Excel, PowerPoint, Teams)
• Salesforce.com

Location

• Assigned region

Work Type

• Full-time

Experience Level

• 1–4 years of experience
• Early-career professional

Education Level

• Bachelor’s degree in Electrical Engineering, Computer Engineering, Physics, Computer Science, or a related technical field
• Business or marketing degrees considered with demonstrated technical acumen

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.
• NI, now part of Emerson Test & Measurement business group, equips engineers and scientists with software-connected automated test and measurement systems that accelerate productivity, innovation, and discovery. NI’s integrated hardware and software platforms including LabVIEW, PXI, CompactRIO, and DAQ solutions are embedded in some of the world’s most demanding OEM applications. NI OEM program provides volume pricing, application support, and the NI Technology Accelerator Program (NI TAP) to help hardware and software OEMs bring differentiated products to market faster.

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.