Sr. Channel Manager - MSP

TSI, Inc.•Brisbane, CA

1d•$130,500 - $140,000

About The Position

MSP, a division of TSI, provides technology-differentiated products for the semiconductor industry, including vapor delivery components for CVD and ALD processes and defect metrology inspection standards for wafer and mask substrates. The Sr. Channel Manager leads MSP’s Asia Pacific channel partner network, currently located in Japan, Taiwan, and Singapore, and is responsible for direct sales in Korea. This role develops and executes sales strategies aligned with corporate objectives, sets annual sales targets, provides monthly forecasts, and improves channel effectiveness. The manager evaluates the existing partner network and identifies additional or alternative partners. The position also develops channel partner capabilities through coaching, territory planning, customer engagement, and performance review. Travel is approximately 40–50% to meet partners and sales personnel, participate in joint calls, and attend conferences and trade shows.

Requirements

Bachelor’s degree in Science, Engineering, or Business.
At least 10 years of semiconductor sales experience.
At least 5–8 years of direct technical sales experience in capital equipment and/or instrumentation, selling a diverse portfolio of solutions.
At least 5–8 years of channel partner management experience.
Proficiency with customer relationship management (CRM) software; Salesforce is currently used at TSI.
High integrity and an inquisitive nature.
Ability to prioritize and drive results.
Ability to align company and channel partner business objectives.
Continuous-learning mindset and drive to succeed and achieve significant results.
Ability to communicate effectively at all levels of an organization and partner effectively with internal teams.
Proficiency in current sales methodologies and best practices.
Excellent interpersonal, organizational, verbal, and written communication skills.
Legal authorization to work in the United States without sponsorship; proof of work eligibility is required.

Nice To Haves

MBA or advanced technical degree.
Experience selling technical solutions to FABS and component or subsystem solutions integrated into semiconductor tool makers, including CVD and metrology inspection.
Proven track record of meeting or exceeding targets.

Responsibilities

Develop sales strategies and initiatives within key market segments to exceed annual targets and support channel partners and team members in meeting revenue and growth targets.
Strengthen channel partners’ market knowledge and ability to configure and position MSP solutions against competitors.
Collaborate with Marketing to support sales activities and communicate, implement, and execute go-to-market initiatives with channel partners.
Support collection of voice-of-customer data for new product development, product upgrades and refreshes, and service offerings.
Participate in quarterly management reviews and planning sessions, presenting financial performance and progress toward go-to-market activities.
Work with Marketing and Engineering to develop sales training, customer webinars, and short courses to raise market awareness and education.
Evaluate, expand, and develop channel partners’ consultative selling skills, including preparation, pre-call planning, cross-selling, customer-facing questions, and tailoring solutions to customer needs.
Help channel partners maintain and increase face-to-face field activities and develop, review, implement, and execute territory business plans.
Coach channel partners through joint customer-site calls and virtual meetings, providing feedback, reinforcement, and follow-up.
Hold frequent one-to-one meetings with channel partners to support customer targeting, forecasting, new-account penetration, and resolution of challenging situations.
Continuously evaluate channel partners and enhance or eliminate partnerships as appropriate based on performance or other needs.
Manage and supervise Asia Pacific channel partners and handle direct sales responsibility in Korea.

Benefits

Competitive market salary of $130,500–$140,000 per year, depending on qualifications and experience.
Additional bonus opportunities may be available for eligible leadership and individual contributor roles, at the Company’s discretion.
Medical, dental, and vision coverage.
401(k) with company match.
Paid time off, paid holidays, and paid floating holidays.
Life insurance.
Employee assistance program (EAP).
Professional development opportunities.
Dress-for-your-day policy.
Complimentary coffee, tea, and hot chocolate.
On-site cafeteria.