Solution Sales Overlay Specialist 3

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.