Sales Area Manager: Denver or Minneapolis

14 hours ago

Minneapolis, United States Copeland Full time

The Sales Area Manager (SAM) is a senior level sales position responsible for growing a geographic territory spanning multiple industries and account types. Revenue growth and customer success in this type of territory requires planning and execution with NI resources, distribution, and Solution & Integration partners for scale & reach, and ability to go deep on certain key accounts.

The successful candidate will have responsibility for developing and driving a Regional Growth Plan along with key partners. The candidate will marshal resources and enable effective collaboration across supporting functions like, Applications Engineering, Sales and Business Unit Managers, channel & partner managers, devising and implementing strategies to demonstrate established NI Distributors, Resellers and Solution Integration partners to expand scale and reach.

This position will report directly to the Regional Sales Manager.

In this Role, Your Responsibilities Will Be:

The ability to be responsible for a sales territory including pipeline development, territory planning, account planning, forecasting, quota attainment, technical sales presentations, prospecting, and short- and medium-term opportunity management. Establish access and maintain active relationships with key decision makers in various industries, partners, and customers to drive all pertinent issues related to sales strategy and goal attainment. Cultivate new non-direct opportunities by connecting with the Small & Medium Solution & Integration partner in the territory.  Identify, develop, and implement territory strategy to close new business opportunities and expand revenue with customers across the region; independently and collaboratively. Target and gain access to decision makers in key prospect accounts across the assigned territory. Collaborate with operative peers across functions (including sales, channel, marketing, sales operations, sales engineering, services, customer support, and product management) to build visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level. Work in coordination with Integration and Distribution partners to leverage established account presence and relationships. Bring together, maintain, and disseminate accurate and relevant prospect information using   Identify and propose new partnerships (distributors, resellers, solution & integration partners) to grow NI market share and deliver value to customers based on regional needs. Work with the channel team to develop and integrate.  Understand local market trends to detect potential system and solution applications.  Connect with academic communities to improve sales and product adoption. Engage with key university contacts for instructing and research collaborations.  Customer Relationship Management:   Build and nurture positive relationships with crucial decision-makers and partners within assigned accounts, encompassing technical engineering and leadership levels.  Understand customers technical and business needs, challenges, and goals to provide NI solutions and ensure customer success. Driving customer success planning from initial engagement through end of customer lifecycle  Champion relationships with reseller/distributors in region to support territory objectives in partnership with NI channel manager 

Territory Execution and Retention:  

Travel within the region to regularly be in front of customers, partners, and key collaborators to present NI technology 

Build and leverage relationships with Integration and Distribution partners to use in identifying accurate route to market planning to ensure positive customer experiences with the NI Ecosystem 

Develop and implement territory plans to achieve and exceed revenue targets. 

Proactively address any issues or concerns to ensure customer retention and dedication 

Actively prospect into established and new accounts within assigned territory to expand NI Serviceable Addressable Market 

Establish and nurture the local LabVIEW community and user group meetings.

Understand and leverage government funding opportunities to support business growth. 

Collaborate with internal teams, including sales, marketing, operations, product development, and others to develop and implement strategic territory plans.

Stay informed about industry trends, competitive landscape, and customer needs to identify new business opportunities.

Leverage market insights as inputs into the Territory Growth Plan 

Develop and lead the territory event and marketing plan in collaboration with field marketing and other Sales personnel 

Interact with other sales engineering peers to ensure the success of the territory as appropriate 

CRM Management and Forecasting:  

Provide accurate and timely sales forecasts, reports, and updates to senior management. 

Use CRM systems daily to maintain detailed territory records and supervise sales activities. 

Our Offer To You: Health Benefits Retirement Plan Paid Time off A collaborative and innovative work environment that values creativity and growth. Opportunities for professional development and career advancement. The chance to be part of a team that is transforming industries with innovative technology. We are an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

 

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