AGS Segment Focus Business Development

Applied Materials•Santa Clara, CA

1d•$163,000 - $224,000

About The Position

Applied Materials is a global leader in materials engineering solutions used to produce virtually every new chip and advanced display in the world. We design, build and service cutting-edge equipment that helps our customers manufacture display and semiconductor chips – the brains of devices we use every day. As the foundation of the global electronics industry, Applied enables the exciting technologies that literally connect our world – like AI and IoT. If you want to push the boundaries of materials science and engineering to create next generation technology, join us to deliver material innovation that changes the world. You’ll benefit from a supportive work culture that encourages you to learn, develop, and grow your career as you take on challenges and drive innovative solutions for our customers. We empower our team to push the boundaries of what is possible—while learning every day in a supportive leading global company. Visit our Careers website to learn more. At Applied Materials, we care about the health and wellbeing of our employees. We’re committed to providing programs and support that encourage personal and professional growth and care for you at work, at home, or wherever you may go. Learn more about our benefits . Role and Key Responsibilities Reporting to the AGS Business Development Segment Head, this person will direct the establishment of vision and strategies to achieve Applied Materials AGS financial strategy and goals for his/her segment. Formulate, coordinate and has accountability for the segment strategy to achieve specific service market share and margin closely defined and aligned with every AGS Business Development region/account heads and Headquarters key stakeholders (SBU, FV, Marketing and SPG Business Management). Support region/account-based Business development teams to achieve their SNLC when it relates to his/her segment Owns profitability/market share for his/her segment. Give guidance to the Regional/Account Business Development teams to support their deal structure. Ensure pricing in line for next best cousin opportunity for his/her segment. Managed and Performance focus for his/her segment: Understands segment related customer roadmaps and HVPs and drive Managed and Performance Service positioning in the region. Align Managed/Performance service priorities and support positioning with different key stakeholders. Accountable for Managed and Performance service growth including sPDP (service Product Development Program) adoption for the segment Responsible during sPDP Phase Gates of ensuring accurate sPDP SAM/SOM in line with segment related customers installed base, technology roadmaps and HVPs Positions sPDP in line with customer/competitive landscape – drive needed campaign into the Field aligned with SBU/Marketing and FV teams. Have commercial authority for sPDP successful positioning. Key contributors to red teams competitive analysis Primary interface with SPG BU Business Management (BM) involved in his/her segment to address WFE competitive challenges where AGS have influence (CoO/CpW commitment, required service positioning at POES, competitive pricing, etc…). Work jointly with SPG BU BM organization to position service at time of equipment sales for FiF/NPI products. In particular: Manage pricing escalation closely with Pricing team Address specific commercial requirements related to AGS commercial proposal to support WFE competitive positioning Drive proposal to support CpW/CoO commit aligned with SPG/SBU/Finance and Sales (GFG/AGS) Align FiF/NPI penetration plan with BU BM and drive positioning jointly with AGS Regional BD Responsible for customer experience and relationship-building during SCLA customer visits - Prepare and set tone for SCLA customer meetings aligning different parties for successful customer experience.

Requirements

7-10+ years of experience, including 5+ years in senior leadership role(s), managing portfolio of products, services, and processes.
Familiar with segment ecosystem including key customers decision making process, business and roadmap.
Ability to build trust as go to partner – regarded as key person within the region/organization to take critical decisions and provide inputs to grow the region business activities.
Be able to take well thought, data driven and not always popular decisions under high pressure environment in order to drive the overall region objectives.
Analyzing, processing and decision-making based on multidisciplinary and multi-functional data sources that could frequently be incomplete.
Understand end-to-end complex Fab operation, different levels of complexity
Demonstrates a comprehensive knowledge of the industry in order to contribute to the commercial objectives of the business. This includes enabling the business unit to differentiate itself from the competition
Process oriented while also strongly developing and relying on interpersonal relationships across the company
Demonstrated capability to plan at a horizon up to 5 years and beyond.
Ability to connect equally well upwards, downwards and sideways in the organization
Very strong ability to translate multi-dimensional market requirements into engineering specifications. This would also include negotiating with the various stakeholders.

Responsibilities

Reporting to the AGS Business Development Segment Head, this person will direct the establishment of vision and strategies to achieve Applied Materials AGS financial strategy and goals for his/her segment.
Formulate, coordinate and has accountability for the segment strategy to achieve specific service market share and margin closely defined and aligned with every AGS Business Development region/account heads and Headquarters key stakeholders (SBU, FV, Marketing and SPG Business Management).
Support region/account-based Business development teams to achieve their SNLC when it relates to his/her segment
Owns profitability/market share for his/her segment.
Give guidance to the Regional/Account Business Development teams to support their deal structure.
Ensure pricing in line for next best cousin opportunity for his/her segment.
Understands segment related customer roadmaps and HVPs and drive Managed and Performance Service positioning in the region.
Align Managed/Performance service priorities and support positioning with different key stakeholders.
Accountable for Managed and Performance service growth including sPDP (service Product Development Program) adoption for the segment
Responsible during sPDP Phase Gates of ensuring accurate sPDP SAM/SOM in line with segment related customers installed base, technology roadmaps and HVPs
Positions sPDP in line with customer/competitive landscape – drive needed campaign into the Field aligned with SBU/Marketing and FV teams.
Have commercial authority for sPDP successful positioning.
Key contributors to red teams competitive analysis
Primary interface with SPG BU Business Management (BM) involved in his/her segment to address WFE competitive challenges where AGS have influence (CoO/CpW commitment, required service positioning at POES, competitive pricing, etc…).
Work jointly with SPG BU BM organization to position service at time of equipment sales for FiF/NPI products.
Manage pricing escalation closely with Pricing team
Address specific commercial requirements related to AGS commercial proposal to support WFE competitive positioning
Drive proposal to support CpW/CoO commit aligned with SPG/SBU/Finance and Sales (GFG/AGS)
Align FiF/NPI penetration plan with BU BM and drive positioning jointly with AGS Regional BD
Responsible for customer experience and relationship-building during SCLA customer visits - Prepare and set tone for SCLA customer meetings aligning different parties for successful customer experience.