Account Manager 5

Lam Research•Malta, NY

About The Position

The Account Manager fosters lasting relationships with Lam customers by engaging directly with them, proactively addressing their needs, arranging strategic meetings, and supporting them with Lam wafer fabrication equipment products and services. The role helps ensure successful customer partnerships and contributes to Lam’s industry leadership. The Customer Support Business Group enables customers with support throughout their lifecycle with Lam, driving performance, productivity, safety, and quality of installed-base performance and delivering service and lifecycle solutions for critical equipment and processes. The Account Manager enables Product Group and Sales strategies that meet revenue, gross margin, market share, and other objectives, while coordinating with internal teams and customer stakeholders on product opportunities, forecasts, quotes, and agreements.

Requirements

Bachelor of Science or Bachelor of Arts degree in a technical discipline.
At least 5 years of experience in Account Management, Sales, or Sales Support activities in semiconductor capital equipment.
Account management experience with key or global customers.
Sales and customer relationship management skills.
Ability to gather, analyze, and interpret Lam and customer data.
Understanding of basic statistics, mathematics, wafer fab equipment, and semiconductor process technologies.
Self-directed, with a strong sense of ownership.
Ability to develop longstanding customer and internal-team relationships and foster collaborative engagements.
Ability to work within a matrix organization.
High tolerance for stress; able to deliver difficult news and positively move challenging customer or team relationships forward.
Ability to lead groups with disparate interests or conflicting objectives to solve complex product, technology, operational, or organizational problems internally or with customer teams.
High-quality work standards that meet customer expectations.

Nice To Haves

MBA.
Project management experience.
Wafer fab equipment product and competitive knowledge.

Responsibilities

Ensure customer trust by consistently delivering on commitments.
Drive customer success by enabling Product Group and Sales strategies that meet revenue, gross margin, market share, and other objectives.
Support new technology product selections and business opportunities with the Account Director, Account Technologist/Field Process Engineer, Product Group, and Process Engineering.
Identify business opportunities by understanding Lam process and technology capabilities and customer requirements.
Analyze new product and upgrade opportunities with the Account Director, prepare strategies, and negotiate deals with customer commercial and technical teams.
Define packages based on performance data and customer priorities that best fit Lam product offerings.
Define and secure Beta/Evaluation systems and hardware agreements with the Product Group; ensure agreement on Beta test success criteria and test plans, and support alignment, acceptance, and closure.
Meet annual forecast accuracy goals and targets for revenue and target pricing.
Align forecasts for owned products in Lam SAP/CRM systems and adjust them for changes in plans or revenue.
Conduct regular forecast reviews with Sales and Business Operations, and align on short shipments or backorders with the customer and installation team.
Ensure quote accuracy, pricing, and terms and conditions.