PURPOSE OF THE POSITION :
The Field Sales Engineer position at National Instruments is focused on selling the NI platform to a targeted group of enterprise and regional key customers.
This is accomplished primarily through serving customer as a trusted advisor’, strategic account planning and medium to long term account goals.
The clear objectives of this role include meeting quarterly results (quota) and delivering feedback to the organization to improve alignment with key accounts.
To accomplish this, the salesperson must be able to prioritize opportunities within their account portfolio as well as within each assigned account, while also building relationships of trust at multiple levels within an account and developing a clear understanding of a client’s business needs.
Then, using solution-selling techniques, the Field Sales Engineer, will assist their customer in understanding the business impact of implementing NI based solutions.
oCreate and develop strategy, tactics and account plans for key accounts
oContinuously generate strong pipeline that supports the achievement of assigned quota.
oUnderstand customer business paint points and KPI’s that are established to meet their business objectives.
oPosition National Instruments value proposition through creation and leading proposals & presentations for customers.
oUse company CRM to manage pipeline, forecast sales and report progress of opportunities.
Required qualifications :
oBachelor’s degree, electric, electronics, systems, mechatronics, or similar.
oField Sales experience
o6+ Years of experience, 2 of which should be in Key Account Management.
oExceptional work ethic, the ability to work independently, self-motivated, driven and a strong desire to succeed.
oDemonstrable skills in value selling, account management, and be able to show strategic agility and ability to deal with complex accounts (B2B technology environment)
oProven experience as a Key Account Manager
oSolid business acumen understanding the complexities of business and customer needs.
oGoal-oriented, organized team player.
oWillignes to Travel 30% to 40% of time.
oNative Spanish + Fluent in speaking & writing English
oAutomated Measurement solutions
oAutomation (SCADA, PLCs, HMIs, others)
Preferred qualifications :
oSales experience within academic & defense sector (Government accounts)
oKnowledge of National Instruments platform and solutions.
oPrevious annual sales quota USD $ 1M and have documented history to have met or exceed targets.
oKnowledge in some CRM (P.S. Salesforce)
oExcellent communication and interpersonal skills, with ability in problem-solving and negotiation
oLeadership with customer and inside organization
oGoal-oriented, organized team player
oExperienced and willing to get hands dirty
HOW TO BE SUCCESFUL IN THIS ROLE :
oExpertise with government and / or nationwide accounts
oBe able to act as a partner with clients at high level
oDeveloping very strong customer relationships, understanding the customer’s organization and needs.
oAbility to work in a collaborative team environment with Alliance partners, distributors and other National Instruments departments.
oPrevious experience in sales position, preferable with national scope.