Director, Global Business Development for Product Analytics

As the Director of Global Business Development for PA, you will collaborate with cross-functional leaders across the organization to refine our growth strategy, guide resource investments and execute on aligned account objectives to meet the SW revenue goals.

 

Objective of Role

As the Director of Global Product Analytics (PA) Business Development, you will lead a distributed team of high-performance BDMs working directly with customers to help push the boundaries of test and innovation by harnessing the power of data. You will develop and lead your team to act with vitality to drive sales engagements, respond to adapting customer needs, resolve challenges and close new business across all the markets and applications NI serves.

 

BDMs are business and technical authorities that serve as a critical liaison between the Software Organization, the BU's and Regional Sales in our highest potential growth areas. You will provide the domain expertise vital to lead and enable the Sales organization in customer engagements to build credibility, deepen customer insight and identify increased revenue opportunities. You and your team will directly collaborate with top Semiconductor, automotive OEMs & Tier 1 suppliers, Aerospace & Defense contractors and other customers across a wide variety of industries around the globe to deliver innovative software and data analytics solutions that balance time-to-market, quality and cost.    

 

 You will collaborate with cross-functional leaders to refine our growth strategy, guide resource investments and execute on aligned account objectives to meet company revenue goals. In addition, you will use NI’s ecosystem of product and solution partners to build connections between people, ideas and technology to frame up innovative solutions to unsolved problems.  Strong predictors of success in this role are a hunger for driving business into new growth areas, a sense of urgency in meeting customer needs and an instinct for closing new business.

 

In this Role, Your Responsibilities Will Be:

1. Develop and implement a multi-year growth strategy to expand market share within named accounts and gather "new logos" at strategic targets. Act as business owner to achieve SW org revenue goals and achievements. 
2. Implement a BDM coverage model to support the Regional Sales growth strategies.
3. Mentor and develop an outstanding BDM team helping them to exceed their goals and develop both personally and professionally
4. Build a pipeline of outstanding talent by actively seeking ways to grow our staff and identify the best external talent.
5. Balancing management responsibilities with direct ownership of key accounts and opportunities, gets dirty and leads by example - player/mentor role expectation
6. Guide Sales in the recommended route-to-market with the customer perspective and prioritized use of Services and Support resources in pursuing top account objectives - with an approach that also achieves the organizations financial goals.
7. Collaborate with the Business Units, SW Org, System Integration Partners, Indirect Channel, Operations and Services ensuring we deliver high impact solutions to our customers that meet critical customer timelines.
8. Provide coordinated global insight in Product Analytic trends and multi-year customer roadmaps to identify key growth opportunities, surface critical gaps, influence ecosystem strategy, and help craft future offerings.
9. Establish relationships with industry leaders to ensure we keep NI at the forefront of technology and deeply embedded in our customer communities

 

For This Role, You Will Need:

• Experience: 10+ years of sales, marketing or business development; 3+ years people management
• Leadership: Proven record of leading cross-functional teams to quickly deliver on business needs. History of influencing partners and marshaling internal resources to deliver sophisticated solutions.
• Domain Expertise: Understanding of the trends, challenges, and technologies within discrete manufacturing with a focus on using a data centric approach to improve efficiency, yields, reliability, and speed of problem resolution. Understanding of key important metrics and economic drivers for discrete manufacturing and able to articulate the opportunity for digital transformation and Industry 4.0. 
• Sales Experience: Leading customer facing engagements to ensure customer and business success; and in generating new demand through convincing insights that help customers recognize value in a n