Account Manager 5

Lam Research•Phoenix, AZ

About The Position

The Account Manager fosters lasting relationships with Lam’s 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 builds customer trust through reliable delivery on commitments and enables Product Group and Sales strategies that support revenue, gross margin, market share, and other objectives. The Account Manager works with the Account Director, Account Technologist/Field Process Engineer, Product Group, Process Engineering, and customer teams to identify opportunities, support product selections, develop and negotiate commercial and technical strategies, and define product packages. The position also supports Beta and evaluation agreements and test plans, maintains revenue and pricing forecasts in Lam systems, coordinates forecast reviews and shipment alignment, and is accountable for quote accuracy, pricing, and terms and conditions. Lam describes a variety of work-location models based on role needs. Hybrid models include On-site Flex (at least three days per week onsite) and Virtual Flex (one to two days per week onsite), with remote work for the balance of the week. The specific model for this role is not stated.

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 data from Lam and customer sources.
Understanding of basic statistics, mathematics, wafer fabrication equipment, and semiconductor process technologies.
Knowledge of wafer fabrication equipment products and competitors.
Self-directed, with a strong sense of ownership.
Ability to build lasting customer and internal-team relationships and foster collaboration.
Ability to work effectively in a matrix organization.
High tolerance for stress; able to deliver difficult news and manage challenging customers or situations while moving customer and module-team relationships forward.
Ability to lead groups with differing interests or conflicting objectives to solve complex product, technology, operational, and organizational problems with internal teams or customers.
High standards for work quality that meet customer expectations.

Nice To Haves

MBA.
Project management experience.

Responsibilities

Build and maintain customer trust by consistently delivering on commitments.
Enable Product Group and Sales strategies to 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’s 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 product packages based on performance data and customer priorities that best fit Lam’s product offerings.
Define and obtain Beta/evaluation system and hardware agreements with Product Group.
Ensure agreement on Beta test success criteria and test plans, and support alignment, acceptance, and closure.
Meet annual forecast accuracy goals for revenue and target pricing.
Align forecasts for owned products in Lam SAP/CRM systems and adjust them as plans or revenue change.
Conduct regular forecast reviews with Sales and Business Operations, and align on short shipments and backorders with customers and the installation team.
Maintain accountability for quote accuracy, pricing, and terms and conditions.