.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 executing a Regional Growth Plan in partnership with key stakeholders. 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 executing strategies to leverage established NI Distributors, Resellers, and Solution Integration partners to expand scale and reach.This position will report directly to the Regional Sales Manager.Core Responsibilities:The ability to 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 all pertinent issues related to sales strategy and goal attainment.Foster new non-direct opportunities by connecting with the Small & Medium Solution & Integration partner in the territory.Identify, develop, and execute territory strategy to close new business opportunities and expand revenue with customers across the assigned region; independently and cooperatively.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 create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level.Work cooperatively with Integration and Distribution partners to leverage established account presence and relationships.Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.Com.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 enhance sales and product adoption. Engage with key university contacts for teaching and research collaborations
