SEA ADG Account Manager

Emerson • Seattle, WA

8d

About The Position

The successful candidate will have responsibility for developing and driving a Territorial 3 Year Account Growth Plan for assigned accounts. The candidate will marshal resources and enable effective collaboration across supporting functions (Field Applications, Applications Engineering, Sales and Business Unit Managers, Channel and Solutions Integration Partners in devising and driving strategies to grow customer relationships and subsequent revenue. This position will report directly to the Regional Sales Manager.
In This Role, Your Responsibilities Will Be:
-The ability to run a sales territory including pipeline development, territory planning, account planning, forecasting, quota attainment, technical sales presentations, value positioning presentations, prospecting/demand generation and full opportunity management.
- Establish access and maintain active relationships with key decision makers.
- Execute a clear solutions enablement growth strategy within assigned accounts.
- Foster new non-direct opportunities by connecting with the Small & Medium Solution & Integration partner in the territory.
- Target and gain access to decision makers in key accounts across the assigned territory.
- Build full organizational understanding for all domains of each account.
- 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 assigned accounts. Work with the channel team to develop and integrate.
- Understand current Aerospace and Defense market trends
- Ability to move (transfer in and out of vehicles and customer facilities), transport, set up and tear down of up to 100 pound hardware demo equipment
- Ability to operate demo hardware at customer locations, trade shows, and events as needed.
Customer Relationship Management:
- 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.
- Driving customer success planning from initial engagement through end of customer lifecycle
- Drive customer engagement strategy aligned to Large Account objectives
Territory Execution and Retention:
- Maintain aggressive Customer Engagement Activity Plan be in front of customers on a daily basis including joint Activity of Plan of Action with 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 account plans to achieve and exceed revenue targets.
- Proactively address any issues or concerns to ensure customer retention and loyalty
- Establish and nurture the local LabVIEW community and user group meetings.
- Maintain a clear LifeCycle Management Plan of Action for each account.
- Maintain cadence with Manger for Account Activity Reviews and Account Growth Objective Progress Reviews.
Strategic Planning: - Collaborate with internal teams, including sales, marketing, operations, product development, and others to develop and implement strategic account plans.
- Leverage market insights as inputs into the Account Growth Plans.
- Develop and own the account event and marketing plan in collaboration with field marketing and applicable internal stakeholders.
- Collaborate with internal teams, including sales, marketing, operations, product development, and others to develop and implement strategic account plans.
- Leverage market insights as inputs into the Account Growth Plans.
- Develop and own the account event and marketing plan in collaboration with field marketing and applicable internal stakeholders.

Requirements

• 7 years of experience
• Engineering degree or equivalent experience
• Must be a US citizen
• Test & Measurement experience required
• Large Account Management experience required
• Legal Authorization to work in the United States – sponsorship will not be provided for this role

Nice To Haves

• Eligibility for Security Clearance desired

Responsibilities

• developing and driving a Territorial 3 Year Account Growth Plan for assigned accounts
• marshal resources and enable effective collaboration across supporting functions
• run a sales territory including pipeline development, territory planning, account planning, forecasting, quota attainment, technical sales presentations, value positioning presentations, prospecting/demand generation and full opportunity management
• Establish access and maintain active relationships with key decision makers
• Execute a clear solutions enablement growth strategy within assigned accounts
• Foster new non-direct opportunities by connecting with the Small & Medium Solution & Integration partner in the territory
• Target and gain access to decision makers in key accounts across the assigned territory
• Build full organizational understanding for all domains of each account
• Collaborate with operative peers across functions
• 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
• Understand current Aerospace and Defense market trends
• Ability to move (transfer in and out of vehicles and customer facilities), transport, set up and tear down of up to 100 pound hardware demo equipment
• Ability to operate demo hardware at customer locations, trade shows, and events as needed
• 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
• Driving customer success planning from initial engagement through end of customer lifecycle
• Drive customer engagement strategy aligned to Large Account objectives
• Maintain aggressive Customer Engagement Activity Plan be in front of customers on a daily basis including joint Activity of Plan of Action with 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 account plans to achieve and exceed revenue targets
• Proactively address any issues or concerns to ensure customer retention and loyalty
• Establish and nurture the local LabVIEW community and user group meetings
• Maintain a clear LifeCycle Management Plan of Action for each account
• Maintain cadence with Manger for Account Activity Reviews and Account Growth Objective Progress Reviews
• Collaborate with internal teams to develop and implement strategic account plans
• Leverage market insights as inputs into the Account Growth Plans
• Develop and own the account event and marketing plan in collaboration with field marketing and applicable internal stakeholders

Benefits

• flexible, competitive benefits plans to meet you and your family’s physical, mental, financial, and social needs
• medical insurance plans, with dental and vision coverage
• Employee Assistance Program
• 401(k)
• tuition reimbursement
• employee resource groups
• recognition
• flexible time off plans, including paid parental leave (maternal and paternal), vacation and holiday leave

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1-10 employees