Account Manager

Advantest•San Jose, CA

18d•Onsite

About The Position

The Fabless Account Manager will be working with the forefront of Advantest Technology in emerging fabless team. You will play a vital role in defining the sales strategy, value proposition and product positioning of our cutting-edge solutions for fabless customers and test houses in the bay area. Your ability to connect, engage, nurture customers and develop long-term partnership will be instrumental to the continuing growth of Advantest ATE business.

Requirements

BS in Business or Engineering
BS in Business, Marketing, Engineering or related field.
Proven experience (5+ years) in sales and/or R&D engagement in semiconductor industry.
Exceptional leadership and interpersonal skills with track record of selling hardware and/or software.
Good understanding of semiconductor value chain.
Able to facilitate and understand highly technical discussions with customers and developers and drive cross-functional team engagements.
Strategic thinking and critical business thinking skills to solve complex business problems and drive business to closure.
Strong communication and presentation skills.
Able to work and thrive in a fast paced and multi-cultural environment.
Self-motivated individual with desire to learn, can-do attitude, aspiring to drive vision into reality.
Able to travel as needed.

Responsibilities

Consistently meet or exceed annual sales goals.
Develop sales plans, including account strategies, local/downstream resource allocation, define product deficiencies/issues, manage benchmarks, and make appropriate product and engagement decisions as it affects the account for all applicable Advantest product lines. Global planning, integration and coordination are requisite components of this role.
Coordinate with multiple business units and third parties to provide turnkey solutions required by customer.
Effectively sell your strategy/vision internally in order to get management to support investments required for success.
Ability to sell using a consultative approach by thoroughly understanding the customer’s business, goals and organizational dynamics, then defining the most compelling solution based on Advantest’s offerings.
Accountable for the design, scoping, and technical validity of the solution to achieve the customer's business objectives.
Identify Advantest and Non-Advantest resources required to deliver customer solutions and track and manage the deliverables committed to.
Creates value with their expertise, candidate becomes part of customer’s business process; able to have influence on the customer’s decision process and business.
Represents customer’s needs of their assigned business segment to field or factory.
Has strong writing skills to document and communicate appropriately.
Has strong problem solving skills.
Works with the local US SE team and manager to plan and document team resource allocation required to achieve the business goals and ROI. Encourages a strong AM/SE Manager/COE partnership to form strategies, build value propositions and manage deliverables for the account.
Monitors applications, service and sales related issue escalations for the US based customer’s domestic and overseas operations that are handled by the country customer teams. Escalates and informs management as needed and participates in the escalation process.
Responsible for driving the local (using Sale Force) account forecast and coordinating/reporting the downstream forecast as it pertains to the global customer forecast. Generate customer quotes, business proposals and have experience in negotiating commercial agreements and contracts. Provide bi-weekly/monthly account reports, Business Reviews with management and related Business Units, as requested and appropriate.
Demonstrated skills, track record and ability to diagnose and drive global customer teams by achieving sales targets, market share goals and high customer satisfaction.