National Account Manager - Aerospace & Defense

Duties and Responsibilities:

• Takes lead in developing sales and marketing strategies for sustained growth and profitability.
• Actively manages the team’s pipeline to meet/exceed quota attainment. Candidate will be responsible for creating and executing to quarterly bookings and billings to achieve Annual Quota Targets. Will coordinate and review quarterly forecasts with distributed site sellers to ensure high confidence and execution. High ownership and accountability to performance.
• Coordinates and is responsible for all sales efforts within all Americas site locations. Uses regional resources and support team to accomplish objectives. Identifies influencers in each location and directs coordinated strategy, and global account communication.
• Direct the Americas quota setting for the account sites.
• Establishes goals and objectives with NI's Support and Operations organizations to define service levels required for assigned accounts. Leads overall account satisfaction and shares feedback with internal stakeholders.
• Proficient at identifying, developing and maintaining influential Sr Level relationships within assigned account that are readily accessible and agreeable to transparent discussions.
• Identifies appropriate Executive alignment between NI & account while coaching relationships on both sides.
• Delivers highly persuasive presentations to global audiences.
• Accurately identifies and leverages NI's strengths to secure business. Adept at creating visions that resonate with opportunity decision makers
• Willingness to travel to Americas sites

Requirements

• 8+ years’ experience in business to business high tech sales, OR, test engineering using National Instruments products
• Experience selling to large named Aerospace and Defense accounts with Fortune 500 companies. Track record of delivering revenue growth year on year
• Experience using Salesforce.com to track and forecast account activities, manage pipeline and identify trends to support growth objectives. Reports and analytics to identify trends and actions resulting in growth
• Experience selling in a long sales cycle with complex custom engineering hardware and software solutions
• Experience selling to engineering leadership, including the C-suite
• Proven Sales Track record. Demonstrated consistent YoY Growth. Able to identify specific contribution to growth
• Track Record in Account Development and complex sale opportunity management.
• Proven success through demand generating initiatives at key accounts.
• Ability to show specific examples of demand generation and their specific contributions to the growth.
• Demonstrated ability to build customer loyalty and partnership.
• Excellent communications skills, on all levels. Ability to manage relationships with executives.
• Strategic Thinker- Seeks to understand customers’ needs and strategies. Leads creation of winning strategies as a result of discovery.
• Experience of cross functional team work across Sales, Marketing, R&D and finance
• Proven ability to juggle multiple complex projects. Ability to effectively prioritize tasks Composed under stress, Persistent and Assertive
• Ability to manage multiple tasks based on ROI and priority (decision-making)

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