In this role, the Software Sales Manager provide the business and technical domain acumen required in customer engagements to build credibility, increase revenue and accelerate the sales cycle. This position is a senior level front line sales role which acts as an overlay to the Account Manager and will focus on software business across multiple NI Business Units. A strong predictor of success in this role is the ability to coordinate and lead cross-functional teams consisting of Account Managers, Software Operations, Product Management, Business Unit Offering Managers, Support, Contracts and Legal. The selected candidate will join a team of highly experienced Software Sales Managers (SSMs) leading NI in developing new business in key growth areas.

Responsibilities

• Prospect, advance, and close new EA and expansion EA business by collaborating with the Account team and key BU stakeholders
• Own the end-to-end sales cycle (regardless of sales coverage model or sales channel) of an assigned pipeline of EAs coming up for a Year 3 renegotiation
• Lead On-site/Virtual customer meetings to build credibility, and guide deep technical and business discovery
• Conduct data analysis to understand customer usage trends to quantify customer value derived from the EA
• Create custom proposals outlining entitlements to best fit customer needs. Work with customer management to build and/or validate financial models supporting the value of the proposed investment
• Marshal internal resources of Legal, Contracts and Support to provide unified NI team and customer facing message
• Work with customer Legal, Procurement, Engineering Management, & IT/IS to navigate the agreement sales/buying process
• Act as the primary deal negotiator, value extractor,and licensing subject matter expert on behalf of NI

Qualifications

• 5-7+ years of sales experience or equivalent software/services experience
• A demonstrated track record of achieving revenue objectives
• Strong time management and long-term initiative focus
• Experience in sales negotiations involving business terms and software licensing terms
• Comfort with XL data analysis and willingness to dive deep into data from disparate sources
• Expertise in selling business value to key decision makers and managers
• Ability to work under pressure/conflict from tenured counter negotiators
• Ability to formulate and execute creative strategies to win complex opportunities
• Experience leading and coaching through influence and marshaling cross-functional resources
• (Preferred) Formal negotiations training and/or thick skin
• (Preferred) Understanding of core software licensing concepts such as activation, term vs perpetual licensing, locked vs floating, and license management technologies
• (Preferred) Understanding of NI's test software and test operations software portfolio

Our Culture & Commitment to You

At Emerson, we prioritize a workplace where every employee is valued, respected, and empowered to grow. We foster an environment that encourages innovation, collaboration, and diverse perspectives-because we know that great ideas come from great teams. Our commitment to ongoing career development and growing an inclusive culture ensures you have the support to thrive. Whether through mentorship, training, or leadership opportunities, we invest in your success so you can make a lasting impact. We believe diverse teams, working together are key to driving growth and delivering business results.

We recognize the importance of employee wellbeing. We prioritize providing flexible, competitive benefits plans to meet you and your family's physical, mental, financial, and social needs. We provide a variety of medical insurance plans, with dental and vision coverage, Employee Assistance Program, 401(k), tuition reimbursement, employee resource groups, recognition, and much more. Our culture offers flexible time off plans, including paid parental leave (maternal and paternal), vacation and holiday leave.

ABOUT US

WHY EMERSON

Our Commitment to Our People

At Emerson, we are motivated by a spirit of collaboration that helps our diverse, multicultural teams across the world drive innovation that makes the world healthier, safer, smarter, and more sustainable. And we want you to join us in our bold aspiration.

We have built an engaged community of inquisitive, dedicated people who thrive knowing they are welcomed, trusted, celebrated, and empowered to solve the world's most complex problems - for our customers, our communities, and the planet. You'll contribute to this vital work while further developing your skills through our award-winning employee development programs. We are a proud corporate citizen in every city where we operate and are committed to our people, our communities, and the world at large. We take this responsibility seriously and strive to make a positive impact through every endeavor.

At Emerson, you'll see firsthand that our people are at the center of everything we do. So, let's go. Let's think differently. Learn, collaborate, and grow. Seek opportunity. Push boundaries. Be empowered to make things better. Speed up to break through. Let's go, together.

Work Authorization

Emerson will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1(including those with OPT or CPT) , H-1, H-2, L-1, B, J or TN, or who need sponsorship for work authorization now or in the future, are not eligible for hire.

Equal Opportunity Employer

Emerson is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.

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ABOUT EMERSON

Emerson is a global leader in automation technology and software. Through our deep domain expertise and legacy of flawless execution, Emerson helps customers in critical industries like life sciences, energy, power and renewables, chemical and advanced factory automation operate more sustainably while improving productivity, energy security and reliability.

With global operations and a comprehensive portfolio of software and technology, we are helping companies implement digital transformation to measurably improve their operations, conserve valuable resources and enhance their safety.

We offer equitable opportunities, celebrate diversity, and embrace challenges with confidence that, together, we can make an impact across a broad spectrum of countries and industries. Whether you're an established professional looking for a career change, an undergraduate student exploring possibilities, or a recent graduate with an advanced degree, you'll find your chance to make a difference with Emerson. Join our team - let's go!

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