(Senior) Sales Manager (m/f/d) - Enterprise Licensing

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Job Description

The 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.

About Us

Why NI?

There are many reasons to consider joining a company. Key among them are the people, the ideas, and the technology. At NI, we believe in the power and potential of connecting the three to create a path to success.

The people: We're looking for curious and creative problem solvers who value diversity and fresh perspectives, are bold and kind, and willing to take chances.

The ideas: What did you want to be when you grew up? Did you want to program robots? Build flying cars? Leave the world better than you found it? At NI, we build on the big ideas of big dreamers to make their visions a reality.

The technology: With our tailored, software-connected approach, we support our customers through all phases of the product development cycle. From 5G and medical innovations to autonomous driving and the future of space travel, we help our customers Engineer Ambitiously every day.

We've long been globally recognized as a top employer. Our compensation and benefits are very competitive, as are our modern workspaces, career development and mobility opportunities, and a culture that fosters belonging and emphasizes community giving. We encourage our teammates to challenge the status quo and collaborate with one another to build innovative solutions.

No matter your career path, we're here for you, for each other, and for the next generation of innovators who think bigger, aim higher, and go faster.

Are you up for the challenge of helping shape humanity for the next 100 years? If so, let's get started, and let's Engineer Ambitiously together.

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.