Account Manager 4

About the Role

Key Responsibilities

• Run 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 sales strategy and goal attainment.
• Foster new non-direct opportunities by connecting with Small & Medium Solution & Integration partners in the territory.
• Identify, develop, and implement territory strategy to close new business opportunities and expand revenue with customers across the assigned region, both independently and cooperatively.
• Target and gain access to decision makers in key prospect accounts across the assigned territory.
• Collaborate with peers across functions (sales, channel, marketing, sales operations, sales engineering, services, customer support, product management) to create visibility and drive engagement with target accounts.
• Work cooperatively with Integration and Distribution partners to leverage established account presence and relationships.
• Maintain and disseminate accurate prospect information using Salesforce.com.
• Identify and propose new partnerships (distributors, resellers, solution & integration partners) to grow market share and deliver customer value based on regional needs.
• Understand local market trends to detect potential system and solution applications.
• Operate demo hardware at customer locations, trade shows, and events, including setup and teardown, with frequent travel within the territory.
• Connect with academic communities to enhance sales and product adoption, including engaging with university contacts for collaborations.
• Cultivate and maintain strong relationships with key decision-makers and customers at both technical and leadership levels.
• Develop and implement territory plans to achieve and exceed revenue targets.
• Proactively address issues to ensure customer retention and loyalty.
• Develop and nurture the local LabVIEW community and user group meetings.
• Leverage government funding opportunities to support business growth.
• Collaborate with internal teams to develop and implement strategic territory plans.
• Provide accurate sales forecasts, reports, and updates to senior management using CRM systems.

Requirements

• 7 years of experience in sales or related field.
• Engineering degree or equivalent experience.
• Must be a US citizen.
• Ability to run a sales territory including pipeline development, account planning, and forecasting.
• Strong relationship-building skills with decision makers across industries.
• Ability to operate demo hardware at customer locations and trade shows, including setup and teardown.
• Willingness to travel frequently within the assigned territory.
• Proficiency in CRM systems, specifically Salesforce.com.
• Ability to develop and execute strategic territory plans.
• Excellent communication and collaboration skills across functions.
• Understanding of local market trends and government funding opportunities.

Nice to Have

• Experience working with academic communities and research collaborations.
• Knowledge of industry trends and competitive landscape.
• Experience with developing partnerships with distributors, resellers, and solution providers.

Qualifications

• Educational background in engineering or related field.
• Relevant experience in sales, territory management, or technical sales roles.

Benefits & Perks

• Competitive base salary ($149,000 - $200,000 annually, commensurate with experience).
• Medical insurance plans, dental and vision coverage.
• Employee Assistance Program.
• 401(k) retirement plan.
• Tuition reimbursement.
• Flexible time off, including paid parental leave, vacation, and holiday leave.
• Recognition programs.