Technical Strategic Business Developer

Software Engagement and Ecosystem

ROLE TYPE

Senior technical individual contributor

PRIMARY MANDATE

Own customer-value playbooks

SCOPE

Global / cross-functional

Position Overview

NI is creating a more repeatable approach for helping customers realize value from its software portfolio. Central to this approach is a set of customer-value playbooks that translate recurring customer challenges into structured, technically credible engagement methods.

The Senior Technical Engagement Lead owns the creation, validation, curation, and continuous improvement of these playbooks.

This is a senior, highly technical, customer-facing role. The person combines deep software and systems expertise with customer discovery, technical strategy, content development, and cross-functional leadership. The role works directly with selected customers to understand engineering workflows, validate proposed approaches, and convert successful engagements into reusable assets that other teams can apply across additional accounts.

The role does not own account strategy and does not replace Customer Success, Product Management, technical support, field engineering, Education Services, Sales, or partners. The role creates the technical system those organizations use to execute credible, outcome-oriented software engagements at scale.

Key Responsibilities

Own Customer-Value Playbooks

• 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.

Validate Technical Understanding Through Direct Customer Engagement

• 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.

Enable Cross-Functional Execution

• 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.

Connect Technical Work to Customer Value

• 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…