AddressThe NI EMEA Region is seeking a qualified individual to focus on Enterprise Agreement (EA) software sales. EAs are NI’s contract vehicle for complex multi-year test software agreements which combine a custom mix of software, support services, and training entitlements. EAs increase the availability of NI’s test software tools and expand the user base of successful customers. EAs help drive NI product adoption, decrease the cost of sale, and accelerate revenue growth at top accounts.
In this role, the Software Sales Manager provide the business and technical domain acumen required in customer engagements to build credibility, increase revenue and accelerate the sales cycle. This position is a senior level front line sales role which acts as an overlay to the Account Manager and will focus primarily on the Aerospace, Defense & Government (ADG) NI Business Unit. A strong predictor of success in this role is the ability to coordinate and lead cross-functional teams consisting of Account Managers, Software Operations, Product Management, Business Unit Offering Managers, Support, Contracts and Legal. The selected candidate will join a team of highly experienced Software & Services Sales Managers leading NI in developing new business in key growth areas.
Responsibilities
- Prospect, advance, and close new EA and expansion EA business by collaborating with the Account team and key BU stakeholders
- Own the end-to-end sales cycle (regardless of sales coverage model or sales channel) of an assigned pipeline of EAs coming up for a Year 3 renegotiation
- Lead On-site/Virtual customer meetings to build credibility, and guide deep technical and business discovery
- Conduct data analysis to understand customer usage trends to quantify customer value derived from the EA
- Create custom proposals outlining entitlements to best fit customer needs. Work with customer management to build and/or validate financial models supporting the value of the proposed investment
- Marshal internal resources of Legal, Contracts and Support to provide unified NI team and customer facing message
- Work with customer Legal, Procurement, Engineering Management, & IT/IS to navigate the agreement sales/buying process
- Act as the primary deal negotiator, value extractor, and licensing subject matter expert on behalf of NI
Qualifications
- 5-7+ years of sales experience or equivalent software/services experience
- A demonstrated track record of achieving revenue objectives
- Strong time management and long-term initiative focus
- Experience in sales negotiations involving business terms and software licensing terms
- Comfort with XL data analysis and willingness to dive deep into data from disparate sources
- Expertise in selling business value to key decision makers and managers
- Ability to work under pressure/conflict from tenured counter negotiators
- Ability to formulate and execute creative strategies to win complex opportunities
- Experience leading and coaching through influence and marshaling cross-functional resources
- Due to the ADG business focus, the role will be based in the UK (UK Citizenship required) or Germany.
- (Preferred) Formal negotiations training and/or thick skin
- (Preferred) Understanding of core software licensing concepts such as activation, term vs perpetual licensing, locked vs floating, and license management technologies
- (Preferred) Understanding of NI’s test software and test operations software portfolio
- (Preferred) Bi-lingual. English & French.
We are changing how we work by offering more flexibility. NI has decided to take a hybrid approach (working both on- and off-site) at an aggregate level. We know that different roles have different requirements, so we’re embracing a full range of options.
