Senior Account Manager - Aerospace and Defense
National Instrument, Inc.

Austin, Texas

Position Overview - Account Manager -Aerospace & Defense

As a National Instruments Aerospace & Defense Acco unt Manager (AM), you represent the tip of the spear of a respected industry brand with highly differentiated products and extensive customer support capabilities. In this role, you will grow your business acumen and strategic sales capabilities supporting a small group of NI's highest potential Defense customers. You will expand NI's presence and establish NI as the preferred vendor for your customers and influence investment decisions, resulting in increased share of wallet. Through individual action and deploying extensive company and partner resources, you will regularly qualify, advance and win sales opportunities while tackling and overcoming tough organizational and competitive challenges. You will enjoy collaborating in an open culture with coworkers and leaders who inspire you to new heights in your personal and professional development. You're on a career track that leads to increased impact as account manager, sales team manager, business development manager or in other key roles within the greater NI organization. This is an opportunity to make a name for yourself and reap the rewards of your success - personal, career and financial.

This position will be located at NI's headquarters in Austin, TX.

Why is this role exciting?

Do you want to work with some of the most rapidly growing Aerospace and Defense companies in America? Do you want to find, drive, and close six, seven, and eight figure opportunities? Do you want to have a significant influence over the Aerospace, Defense, and Government (ADG) BU's future strategy? It won't be easy, because nothing this big ever is, but if these things motivate you to get out of bed, this position just might be for you.

We're looking for a stellar account manager who has the drive to make amazing things happen - this territory has a huge SAM that could lead to tens of millions of dollars in growth in the coming years. The future looks bright, but frankly, we haven't yet built the relationships necessary to turn this into reality. We need someone who is motivated by cultivating new, strategic relationships and is willing to tackle the ambiguity of a large greenfield assignment that is extremely well aligned with the ADG BU's strategy. In return, this territory represents an amazing career growth opportunity with a highly engaged and motivated cross-functional team and, in case you care, some serious upside potential.

Position Overview

The Aerospace & Defense Account Manager is responsible for driving account growth at top business unit-aligned accounts in New York, DC, and Los Angeles. They inspire NI, partner and customer stakeholders to action and coordinate team activities to achieve co-authored objectives and accelerate technology deployment. They collaborate with internal groups at NI to drive customer success and inform NI's roadmap. They are responsible for ensuring that customers receive the support they need to achieve long-term success that results in repeat business. AMs regularly apply their technical knowledge to consult with customer engineers and managers, understand their technical and business requirements, and recommend the best selection of NI products and services that meet their needs.

Quick Summary

NI Account Managers spend the majority of their time:

  • Developing and executing creative, winning strategies and account plans that consistently deliver exceptional (double digit) account growth

  • Consulting with customer engineers, managers, and program leads to understand and address their technical and business requirements with the best NI products and services that meet their needs

  • Managing and closing sales opportunities discovered through account initiatives that drive collaboration with partners and internal NI resources

  • Networking and discovery within assigned accounts to engage with new groups, creating and sustaining valued relationships with customer leadership, and identify new qualified sales opportunities

  • Driving personal and account team growth by pairing their customer's requirements with NI's strengths. Create compelling visions that drive action with internal and external decision makers to deliver to customer's strategic initiatives.

  • Key Performance Objectives

  • Achieve annual quota and quarterly targets by closing sales with a strategic set of <15>

  • Generate demand for NI products through effective top account objectives and overall account strategy. Within the first 30 days, assess the current state of business with assigned territory. Within 60 days, establish renewed account plans and overall territory strategy and review with NI sales management. Within 90 days, set co-authored objectives and priorities with top accounts.

  • Build a world-class team around your objectives . Within the first 30 days, develop a clear understanding of all relevant team resources. Establish a system for keeping internal and partner stakeholders in sales opportunities informed and involved. Conduct quarterly top account plan reviews with sales management and select stakeholders. Keep CRM documentation up to date with key activities and opportunities to enable effective internal collaboration and provide input to business forecasting. Take the lead in coordinating development of all client proposals.

  • Adapt and lead client presentations and product demonstrations. Be prepared to lead effective professional sales presentations and product demonstrations, adapted from existing enablement content or created in collaboration with the Aerospace, Defense, and Government Business Unit.

  • Learn NI offering and relevant value proposition. Within 90 days learn the core NI services/solutions and be able to effectively present these solutions using cost-benefit, ROI and solution trade-off techniques. The knowledge learned will include: NI's overall points of differentiation and value in key applications, business case modeling tools, high level sales enablement content, key technical white paper content, case studies, the NI web site and significant success stories to facilitate the sales process.

  • Demonstrate account knowledge and ability to impact revenue by utilizing sales tracking systems and providing accurate forecasts . Within six months, develop an accurate 12 to 24-month account sales forecast. Effectively use daily to provide organizational insight regarding active opportunities in all stages of the sales cycle.

  • Basic Requirements

  • US Citizenship Required

  • 4 years' sales experience in business-to-business (B2B) high tech sales, OR, test engineering using National Instruments products

  • 25% travel estimated

  • Preferred Requirements

  • Experience selling to large named accounts in Aerospace and Defense. Track record of delivering revenue growth year-on-year.

  • Technical degree from an accredited university with major in Electrical, Computer, Mechanical Engineering, or Computer Science, or similar

  • Knowledge of RF Test Automation hardware and software

  • Experience selling large complex hardware and software systems with a long sales cycle

  • Experience with

  • Preferrable to reside in Austin, TX area

  • National Instruments 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.


    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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