Principal, Sales – Global Account Manager (GAM), Hyperscaler Accounts

FormFactor Inc.•Livermore, CA

9d•Onsite

About The Position

The Principal, Sales – Global Account Manager (GAM), Hyperscaler Accounts is responsible for driving high‑level customer engagement, business growth, and long‑term partnership development with FormFactor’s most strategic hyperscaler customers in the semiconductor industry. This role owns global account strategy, customer relationship management and roadmap alignment. The GAM aligns customer needs to FormFactor’s value solutions by translating customer roadmaps into coordinated commercial, technical, and operational strategies. The role drives global strategy across regions and stakeholders, leading cross‑functional collaboration with Field Applications Engineers (FAEs), Business Units (BUs), regional sales and service teams, Sales Operations, and executive leadership to deliver value‑driven outcomes for both the customer and FormFactor.

Requirements

Minimum of 12 years of related experience with a Bachelor’s degree; or 8 years and a Master’s degree; or a PhD with 5 years experience; or equivalent experience
Account Planning
Cross-Functional Leadership
Customer Relationship Building
Deal Management
Executive Relationships
Global Account Management
New Client Implementation
Pipeline Management
Pricing Strategies
Sales Forecasting
Semiconductors
Value-Based Selling

Responsibilities

Owns global hyperscaler account strategy, governance, and performance with enterprise‑level scope and impact.
Drives multi-level customer engagement, building trusted relationships and serving as the primary commercial point of accountability.
Leads long‑term partnership development through roadmap alignment, solution co‑creation, and strategic collaboration.
Identifies growth opportunities by aligning customer needs with FormFactor’s differentiated value solutions.
To drive and deliver the company’s annual business objectives.
Drives global account strategy across internal stakeholders, ensuring alignment and coordinated execution.
Collaborates closely with FAEs, BUs, regional sales, service teams, and Sales Operations to deliver sustained, value‑driven results.
Serves as the voice of the customer internally, influencing product roadmap, solution strategy, and operational priorities.
Accountable for revenue growth, margin performance, and overall commercial outcomes for assigned accounts.
Oversees forecasting, pipeline management, and risk assessment for complex, high‑value, long‑cycle deals.
Leads pricing strategy, contract negotiations, and commercial terms in partnership with Finance and Legal.