Account Manager 5

Lam Research•Austin, TX

About The Position

The Account Manager is part of Lam’s Customer Support Business Group, which supports customers throughout their lifecycle by improving the performance, productivity, safety, and quality of installed equipment and delivering service and lifecycle solutions. The role fosters lasting customer relationships and supports customers with Lam’s wafer fabrication equipment products and services. The Account Manager proactively addresses customer needs, arranges strategic meetings, and delivers on commitments. Working with the Account Director and cross-functional Lam teams, the role supports customer success and business strategies, identifies and develops business opportunities, negotiates product and upgrade deals, and manages evaluations and beta agreements. The position also owns forecasting, quote accuracy, pricing, and commercial terms for assigned products. Lam describes hybrid work models as either On-site Flex (at least three days per week onsite) or Virtual Flex (one to two days per week onsite), with remote work for the balance of the week. The posting does not specify which model applies to this role.

Requirements

Bachelor of Science or Bachelor of Arts in a technical discipline.
At least 5 years of experience in account management, sales, or sales support in semiconductor capital equipment.
Account management experience with a key or global customer.
Sales and customer relationship management skills.
Ability to gather, analyze, and interpret data from Lam and customer data 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 develop longstanding customer and internal-team relationships and foster collaboration.
Ability to work effectively within a matrix organization.
High tolerance for stress; ability to deliver difficult news and positively move challenging customer or team relationships forward.
Ability to lead groups with differing interests or conflicting objectives to solve complex product, technology, operational, or organizational problems.
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 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 with customer commercial and technical teams.
Define product packages based on performance data and customer priorities that best fit Lam’s offerings.
Define and obtain beta/evaluation system and hardware agreements with the Product Group; ensure agreement on success criteria and test plans, support alignment and acceptance, and bring evaluations to 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 or backorders with the customer and installation team.
Ensure quote accuracy, pricing, and terms and conditions.