Sales Business Development Manager - Detroit, MI, Austin, Texas or CA
National Instrument, Inc.

Austin, Texas


Objective of Role

NI is committed to making the cars we drive safer through ADAS and Autonomous Driving Test . As a Business Development Manager for this exciting industry, you will have the opportunity to help our customers keep up with the pace of innovation in ADAS/AD. The BDM will directly interface with automotive OEMs, mobility providers and Tier 1 suppliers across the Americas to deliver innovative test solutions that balance time-to-market, cost and quality. You will provide the domain expertise to lead and enable the Sales organization in customer engagements to build credibility, deepen customer insight and identify increased revenue opportunities in the design and test of autonomous vehicles.

To accomplish this objective, the BDM will collaborate closely within the global Transport Business Unit & account managers, to refine our strategy, identify target accounts and execute on aligned account objectives to validate NI's offering and secure customer commitment. In addition, the BDM will work closely with key solution partners to identify new markets and jointly develop new business. A strong predicator of success in this role is the ability to find & develop relationships with subject matter experts and leadership within the target accounts, and position innovative solutions to unsolved customer needs. Due to the highly disruptive nature and pace of change, these solutions are at the leading edge of validation tools and methods. The selected candidate will join a team of experienced global ADAS/AD Transportation BDMs leading NI in developing new business in key growth areas.

Performance Objectives

  • Identify target accounts and prioritize the top market needs for ADAS/AD validation test applications by working closely with market offering managers.

  • Own specific objectives/activities on account plans designed to meet growth targets.

  • Act as a business and technical consultant to customers and prospects to define requirements, assess fit and deliver solutions to complex test challenges.

  • Work closely with the account team, key solution partners, marketing and NI technical resources to define the customer engagement process and ensure customer success.

  • Provide integrated regional customer insight to shape future offerings and influence ecosystem strategy . Recommend future investments and guide the efficient use of services and support resources.

  • Develop and execute on a 3-year growth strategy to expand market share in ADAS/AD applications. Key sales objectives for this role include strategic account milestones and the generation of new revenue.


  • Qualifications

  • Understanding of Active Safety and Autonomous Driving testing challenges and technology trends

  • Track record of leading customer facing engagements to ensure customer and business success

  • Proven strategic and tactical success resulting in the creation of a 'new' revenue pipeline

  • Deep automotive industry knowledge (ideally in test and validation) and insight at target accounts

  • Demonstrated leadership in account/business planning to deliver a result

  • History of influencing external partners and marshaling internal resources to deliver complex solutions

  • Demonstrated record of leading cross-functional teams through influence to deliver on business needs

  • Education background in bachelors or master's STEM degree preferred

  • Experience in working with varied cultures & countries, as part of a global organisation

  • Excellent verbal and written English skills required


  • Logistics

  • Location: Detroit, MI preferred. Other locations open for discussion

  • Coverage: Americas

  • Travel: This is a customer facing role. Amount of overnight travel will depend on location.


  • Position Requirements

  • 10+ years of experience, 5+ years automotive or related industry experience

  • Experience with the design or test of ADAS/AD systems preferred

  • Existing relationships with automotive OEMs/Tier 1 suppliers preferred


  • #LI-SO1

    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.

    NI is an equal opportunity and affirmative action employer, committed to providing a work environment free of discrimination on the basis of sex, race, religion, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, gender, gender identity, gender expression, age, sexual orientation, military status, veteran status, or any other basis protected by federal, state or local law.

    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.

    Please be advised that if President Biden's Executive Order 14042, Ensuring Adequate COVID Safety Protocols for Federal Contractors, is ultimately upheld after the legal process concludes, NI will comply with the Executive Order. Accordingly, if the Executive Order is upheld in its current form, NI will require all U.S. employees to be fully vaccinated against COVID-19 and present acceptable proof of vaccination upon hire as a condition of employment. NI will consider requests for reasonable accommodation as required under applicable law. To qualify as being fully vaccinated against COVID-19, a two-week period must have passed after receiving the second dose in a 2-dose COVID-19 vaccine series or after receiving a single-dose in a single dose COVID-19 vaccine.


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