National Instrument’s Field Application Engineers demonstrate the highest of technical aptitude and professional engineering skills while contributing to key accounts and company strategy. They generate and execute on technical demand while becoming trusted technical advisors for key customers. This is a unique role that requires not only technical leadership, but also strong interpersonal and relationship development skills, customer-facing experience, business acumen, and personal drive.
The best NI Field Application Engineers effectively balance their time between face-to-face technical interactions with target customers, technical activities, and providing insight and feedback as the voice of the customer. Field Application Engineers serve as highly trusted technical consultants, allowing them to influence the technical direction of target accounts and NI to ensure mutual customer and NI long-term success. They inspire NI internal technical stakeholders and customer engineers to action through leading and coordinating technical strategy and activities to achieve co-authored technical objectives for top accounts. They stay in tune with industry trends and the NI technology roadmap to recommend approaches for customers’ current and future technical needs.
NI Field Applications Engineers spend most of their time:
- Building key technical relationships at top transportation accounts demonstrating great technical credibility increasing customer technical confidence in NI
- Understanding and assist in creation of customer technical requirements.
- Provide recommendations on software architectures and hardware while helping understand the next steps to ensure success
- Collaborating with the NI Account Manager(s) as part of an account team to lead development and execution of the account technical strategy providing insight to the overall account strategy and pipeline
- Coordinating with and informing internal technical stakeholders to execute on account technical initiatives and provide feedback to increase account success
- Leveraging industry, application area, and account knowledge to uncover and influence customer future technical needs and challenges generating further technical demand for NI products, services, and support
This position is compensated by 80% base salary and 20% variable pay based on achievement of key sales objectives.
Key Performance Objectives
Achievement of key sales objectives for assigned account(s) tied to generating technical demand, account strategy success, and account(s) annual quota attainment
Understand target customers’ business drivers to generate technical demand by understanding the customer’s primary business initiatives and direction. Demonstrate a customer-focus mentality through understanding the customer’s known and unknown technical challenges while providing technical guidance that leverages the strengths of the NI platform. You should learn and align on current challenges and approaches in the first 3 months and be a significant driver for current and future approaches by the end of your first year
Establish a cadence and healthy rapport with the NI Account team driving account technical strategy by actively contributing to overall account strategies, assisting with incorporating them into an account plan, executing on customer technical engagements in both pre and post-sales capacities, coordinating with other technical resources and R&D as additional technical expertise is needed. Within the first 6 months, establish account technical objectives and activities plan with key measures. Align technical activities with overall account plan enabling you to self-direct your activities to achieve key support objectives and understand your role in joint engagements with the account team
Develop strong customer relationships to become a technical trusted advisor through establishing a specific plan to develop a strong technical presence within the account(s) by visiting key technical contacts weekly and building contacts at multiple levels within the account organization. Contact and/or meet with existing customers to evaluate open engagements and anticipate future needs. After 12 months clients should view you as a trusted technical advisor on industry trends and NI platforms.
Develop and apply industry, application, and NI platform knowledge being a technical expert in NI software and hardware platforms for your account(s), develop familiarity with 3rd party and competitors’ products to understand NI platform’s differentiation, advise of the latest industry trends, and recommend and implement NI platforms to enable customer success. By the end of the first year, you are expected to have taken all relevant NI hardware classes and achieve your Certified LabVIEW Developer (CLD) and Certified TestStand (CTD) certifications.
Provide customer feedback and industry insight influencing NI technical direction by being the voice of the customer for top accounts in RF sharing knowledge on customer and industry expectations and current experience with the NI platform to R&D and Marketing for evolving the NI platform, shaping NI RF go-to-market approach, and influencing NI product roadmaps. By the end of the first year you should have gained sufficient account and industry acumen to provide tangible and valued insight and feedback to key R&D and Marketing stakeholders.