Technical Strategic Business Developer

About the company

Emerson

Industrial automation · 10,001+ employees

What you'll do

• Create and maintain a prioritized portfolio of reusable customer-value playbooks addressing recurring engineering and business challenges.
• Define the customer outcome hypothesis, applicability signals, discovery questions, current-state assessment, desired future state, and measurable success criteria for each playbook.
• Document the technical transformation path that connects NI software capabilities to customer outcomes.
• Define the demonstrations, reference architectures, examples, technical guidance, workshops, and supporting assets required to execute each playbook.
• Identify the expertise and delivery resources required at each stage, including Customer Success, Software Growth Managers, Product Management, TSC/TSE, FAE, Education Services, specialists, partners, consultants, and systems integrators.
• Establish clear entry, success, expansion, and stop criteria so the playbooks guide decisions rather than become generic sales content.
• Participate selectively in strategic customer engagements where deep technical expertise is required.
• Lead or support technical discovery workshops with engineers, technical leaders, and account stakeholders.
• Examine customer development practices, deployed systems, data flows, operational constraints, adoption barriers, and software architecture.
• Test whether playbook assumptions, activities, and success measures are credible in actual customer environments.
• Support technically complex demonstrations, assessments, architecture discussions, pilots, and validation activities.
• Convert successful customer work into reusable methods without exposing confidential customer information.
• Prepare Customer Success teams to recognize when a playbook is relevant and connect it to account priorities.
• Help Customer Success adapt the reusable playbook to the customer’s stakeholders, workflows, maturity, and desired outcomes.
• Enable Software Growth Managers to apply established playbooks in white-space accounts and high-growth software opportunities.
• Provide technical guidance to TSC/TSE, FAE, Education Services, specialists, and partners executing specific playbook activities.
• Develop facilitator guides, workshop materials, technical examples, training, and field-ready engagement assets.
• Help account teams determine which resources are required rather than assuming every organization participates in every engagement.
• Support strategic coordination of engagement narratives, agendas, experts, and technical contributors when multiple organizations are involved.
• Ensure each playbook begins with a customer outcome rather than a product pitch.
• Translate technical improvements into measurable effects such as engineering capacity, development speed, product quality, operational efficiency, risk reduction, asset utilization, or avoided cost.
• Establish baselines and evidence requirements before recommending pilots or implementation work.
• Define how technical results should be documented and reviewed with customer stakeholders.
• Help teams distinguish product usage from demonstrated customer value.
• Build the technical and value evidence needed to support account expansion and renewal readiness.
• Design playbooks so a successful foothold can expand across additional teams, programs, sites, and workflows.
• Identify repeatable approaches for stakeholder mapping, champion development, pilot selection, validation, customer showcases, and cross-program visibility.
• Help account teams use validated evidence to build credibility beyond the original customer team.
• Define the technical conditions required to scale from a pilot into a sustained operating practice.
• Package successful implementations into customer references, reusable examples, standards, and expansion methods.
• Ensure recurring adoption and value reviews are built into the engagement model.
• Capture recurring customer needs, technical barriers, adoption gaps, and evidence of successful approaches.
• Separate isolated requests from patterns that warrant broader investment.
• Translate field learning into actionable input for Product Management, R&D, Product Marketing, Customer Success, and technical delivery organizations.
• Recommend improvements to product capabilities, technical content, demonstrations, training, partner offerings, and future playbook versions.
• Maintain clear version ownership and governance for the playbook portfolio.
• Retire or revise playbooks that do not produce credible customer outcomes.
• Deep expertise in LabVIEW, SystemLink, TestStand, DIAdem, VeriStand, or related NI software platforms.
• Experience with software development lifecycle practices, continuous integration and delivery, source-code management, automated validation, containerization, test-data management, or AI-assisted engineering workflows.
• Significant technical experience with software used in engineering, test, measurement, automation, or adjacent technical domains.
• Demonstrated ability to understand complex software architectures, development workflows, deployed systems, data pipelines, or engineering operations.
• Experience engaging directly with highly technical customers and leading discovery without defaulting immediately to product recommendations.
• Demonstrated ability to translate technical concepts into structured methods, guidance, demonstrations, and reusable assets.
• Ability to connect technical activities to measurable customer outcomes.
• Strong written, presentation, workshop facilitation, and technical storytelling skills.
• Ability to influence teams and coordinate work without formal reporting authority.
• Ability to identify patterns across customer engagements while distinguishing reusable insight from account-specific detail.
• Willingness to travel for selected customer, partner, and industry engagements.
• Experience working across Product Management, engineering, sales, customer-facing, support, and partner organizations.
• Experience architecting or supporting large, distributed test and measurement systems.
• Experience developing customer-facing technical programs, reference architectures, workshops, enablement materials, or adoption frameworks.
• Experience with enterprise environments involving multiple business units, sites, programs, or engineering disciplines.
• Experience translating customer feedback into product or roadmap recommendations.
• Experience enabling partners, consultants, systems integrators, or other external technical resources.
• A prioritized portfolio of clearly defined customer-value playbooks.
• Playbooks used in active account or white-space motions.
• Account teams able to select and apply playbooks with less dependency on ad hoc expert intervention.
• Customer engagements that establish explicit baselines, success measures, and evidence.
• Validated examples converted into reusable technical assets.
• Expansion of successful approaches into additional customer teams, workflows, programs, or sites.
• Improved field readiness across Customer Success, Software Growth, technical teams, and partners.
• Recurring customer insights translated into specific product, content, training, or roadmap recommendations.
• Earlier visibility into adoption, value, stakeholders, and commercial implications before renewal.
• Clear evidence that ineffective playbooks are refined or retired.
• Owns creation, technical integrity, curation, validation, governance, and lifecycle management of customer-value playbooks.
• Contributes to selected customer discovery, technical validation, strategic engagements, enablement, and product feedback.
• Does not own individual account strategy, account execution oversight, Customer Success processes, commercial negotiations, routine technical support, or every customer implementation.
• Does not replace Customer Success, Software Growth Managers, Product Management, Product Marketing, TSC/TSE, FAE, Education Services, Sales, Renewals, partners, consultants, or systems integrators

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