Hiring in NY, NJ, MA (Boston Preferred)
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 implementing 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.
In this Role, Your Responsibilities Will Be:
The ability to lead 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. Cultivate 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 collaboratively. 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 build visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level. Work in coordination 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. Connect with academic communities to improve sales and product adoption. Engage with key university contacts for guiding and research collaborations.
Customer Relationship Management:
Territory Execution and Retention:
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 accurate 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 dedication. Actively prospect into established and new accounts within assigned territory to expand NI Serviceable Addressable Market. Establish and cultivate 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. Apply CRM systems daily to maintain detailed territory records and supervise sales activities.Our Offer to You:
We recognize the importance of employee wellbeing and know that to do your best you must have flexible, competitive benefits plans to meet you and your family’s physical, mental, financial, and social needs. We provide, a variety of medical insurance plans, with dental and vision coverage, Employee Assistance Program, 401(k), tuition reimbursement, employee resource groups, recognition, and much more. Our culture prioritizes work-life balance and offers flexible time off plans, including paid parental leave (maternal and paternal), vacation and holiday leave.
At Emerson, we are committed to fostering a culture where every employee is valued and respected for their unique experiences and perspectives. We believe a diverse and inclusive work environment contributes to the rich exchange of ideas and diversity of thoughts, that inspires innovation and brings the best solutions to our customers.
This philosophy is fundamental to living our company’s values and our responsibility to leave the world in a better place. Learn more about our Culture & Values and about Diversity, Equity & Inclusion at Emerson.
Our training programs and initiatives focus on end-to-end development, from onboarding through senior leadership. We provide a wide range of development opportunities, including face-to-face and virtual training, mentorship and coaching, project management, and on-the-job training.
Our compensation philosophy is simple: we pay a competitive base salary, within the local market in which we operate, and reward performance during our annual merit review process. The salary range for this role is $200,000 - $240,000 annually, commensurate with the skills, talent, capabilities, and experience each candidate brings to a role.