Account Manager 5

Lam Research•Chandler, AZ

About The Position

The Customer Support Business Group enables customers with premier support throughout their lifecycle with Lam. The group focuses on performance, productivity, safety, and quality of customers’ installed base, delivering service and lifecycle solutions for critical equipment and processes. As an Account Manager, you foster lasting customer relationships by engaging directly with customers, proactively addressing their needs, arranging strategic meetings, and supporting them with Lam wafer fabrication equipment products and services. The role contributes to successful customer partnerships and Lam’s position as an industry leader.

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 fabrication equipment, and semiconductor process technologies.
Wafer fabrication equipment product and competitive knowledge.
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; ability to deliver difficult news, manage challenging customers or situations, and move team or customer relationships forward positively.
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.

Responsibilities

Consistently deliver on commitments to build customer trust.
Enable Product Group and Sales strategies that meet revenue, gross margin percentage, market share, and other objectives.
Support new technology product selections and business opportunities in collaboration 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 product packages using performance data and customer priorities to 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, adjusting for changes in plans or revenue.
Conduct regular forecast reviews with Sales and Business Operations, and align on short shipments and backorders with the customer and installation team.
Ensure quote accuracy, pricing, and terms and conditions.