Emerson

Solution Sales Overlay Specialist, Level 3

Emerson

full-time

Posted on:

Location Type: Remote

Location: Texas • United States

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About the role

  • 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

Requirements

  • 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
Benefits
  • 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
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
data analysisfinancial modelingsales negotiationssoftware licensingbusiness value sellingcustomer usage trendsproposal creationcontract managementlicensing subject matter expertisecomplex opportunity strategy
Soft Skills
time managementinitiative focusability to work under pressurecreative strategy formulationinfluence and coachingcredibility buildingconflict resolutioncross-functional collaborationcustomer relationship managementnegotiation skills
Certifications
formal negotiations training