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 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

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

a variety of medical insurance plans, with dental and vision coverage
Employee Assistance Program
401(k)
tuition reimbursement
employee resource groups
recognition
flexible time off plans, including paid parental leave (maternal and paternal), vacation and holiday leave

Solution Sales Overlay Specialist, Level 3

Key skills