Senior Account Manager

Axcelis Technologies•Beverly, MA

21d

About The Position

Responsible for managing a number of customers in an assigned territory for mid-market accounts, meeting assigned revenue targets and other company goals. Liaising with Marketing, Sales Operations, Service and other Axcelis functions to provide an integrated Sales approach towards the customer.

Requirements

Bachelor’s degree with a minimum of 10 years of related experience; or 8 years’ experience with a Master’s degree; or a PhD with 5 years’ experience; or equivalent work experience, preferably in a semiconductor vendor's environment; plus 2-3 years of experience in a managerial capacity; or equivalent combination of education and experience.
Proven successful track record in B2B sales with preference to capital equipment sales and/or semiconductor industry.
Ability to read, write, comprehend and speak English sufficiently well to perform job functions.
Ability to read, write, comprehend and speak other languages as required in the territory sufficiently well to perform job functions.
A good understanding of the semiconductor industry and its product offerings and requirements.
Ability to understand semiconductor industry manufacturing process.
Excellent interpersonal, communication, negotiation and coaching skills
Aggressively strive to meet goals.
Demonstrate good business acumen and able to think out of the box
Self-starter with a desire to continuously increase knowledge; willingness for constant learning
Flexible and hands-on working attitude
Highly self-motivated and objective-driven
Hunter personality
Problem-solving abilities and skills
Optimist and relentless
Analytical skills to measure, monitor and report performance and effectiveness
Ability to use sales tools effectively

Responsibilities

Develop and implement a sales strategy and/or align customer strategy to local customer requirements for all Axcelis products (tools, services, parts, etc.).
Drive implementation of Account Plans for assigned territory.
Responsible for selling all of Axcelis’ products and services in an assigned account and successfully meeting revenue targets and other company goals.
Liaise with others across the organization to ensure that sales and marketing strategies and activities are integrated with other parts of the business and align with overall corporate objectives.
Provide administrative and technical product information to prospective and existing customers.
Identify and promote Axcelis products and services that align with customer‘s business needs and technology roadmaps.
Collaborate with internal business units and applications teams to ensure account’s future technical needs match company’s product roadmap.
Provide quotations for products and services and participate in the negotiation process.
Ability to negotiate contracts, steering pricing negotiations, and maintain accurate sales forecast.
Work with global account team if customer has global locations.
Develop and implement sales strategy for gaining market share in accounts using Axcelis sales process, methodology and tools such as call and closing plans.
Ability to develop an Annual Operating Plan for account.
Participate across functional areas as part of a team to achieve customer goals.
Coordinate and host customer meetings both at customer and Axcelis sites.
Develop relationships with key customer contacts and assist in getting relationships established deep and wide in the account and retain them long-term.
Stays abreast of industry, technology, and competitive environment.
Serve as liaison between customers and company departments.
Monitor the assigned customers’ or territory’s competitive environment to identify business threats and opportunities and develop business plans to address them.
Ability to travel domestically (up to 40%) to meet with customers and regional account teams.
International travel may be required.