Strategic Account Manager - Electronics, Semiconductors & 3C Markets

FANUC America Corporation•Union City, CA

About The Position

FANUC America is seeking a Strategic Account Manager to develop and implement strategic sales plans focused on the Electronics, Semiconductor, and 3C markets. The role leads customer engagement and collaborative business strategy, identifies complex sales solutions, and builds long-term partnerships as a trusted advisor in customers’ automation journeys. The position focuses particularly on manufacturers throughout North America. The Strategic Account Manager develops a deep understanding of target industries, accounts, and senior leadership; drives adoption of FANUC industrial robots, collaborative robots, intelligent automation software, and open control architectures; and establishes FANUC as a preferred robotics and automation platform. The role coordinates customer pursuits across sales, engineering, application, and support functions, conducts automation audits and business reviews, assesses market and technology risks, and manages account plans, forecasts, pipelines, and payment-collection support. Regular customer-site visits are required. The ideal candidate is a strategy-minded sales professional with experience in robotics and robotic applications, a record of building relationships at all organizational levels, and the ability to engage C-suite stakeholders. A bachelor’s degree in Engineering, Business Administration, a related field, or equivalent relevant experience is required, along with specified capital-equipment and executive-level sales experience. A master’s degree and additional experience are preferred.

Requirements

Bachelor’s degree in Engineering, Business Administration, or a related field, or equivalent relevant experience.
At least five years of capital equipment sales experience, with proven selling and negotiation skills and experience developing strategic account plans.
At least three years of sales experience at the C-suite level, with established contacts in select markets and industry verticals.
Experience in the robotics and/or automation industry and working knowledge of FANUC products.
Strong presentation skills using PowerPoint and the ability to sell top-down through client organizations.
Strong understanding of the Electronics, Semiconductor, and 3C markets and the role of contract manufacturers in supporting OEMs.
Must have or be able to obtain a valid driver’s license.

Nice To Haves

Master’s degree in Engineering, Business Administration, or a related field.
Extensive knowledge of manufacturing processes.
At least five years of capital equipment sales experience, with proven selling and negotiation skills and experience developing strategic account plans.
At least five years of experience in the robotics and/or automation industry, with working knowledge of FANUC products.
At least five years of C-suite sales experience, with established contacts in select markets and industry verticals.

Responsibilities

Research market trends, regulatory and economic factors, and value and supply chains; analyze customer business models, operations, financial performance, objectives, and competitive landscapes.
Evaluate executive roles, priorities, and backgrounds to support informed, credible, personalized C-suite engagement.
Develop and execute strategic growth plans for assigned accounts and target markets, especially Electronics, Semiconductor, and 3C manufacturers throughout North America.
Drive adoption of FANUC industrial robots, collaborative robots, intelligent automation software, and open control architectures.
Build executive-level relationships and influence strategic automation initiatives to establish FANUC as a preferred robotics and automation platform.
Promote total customer satisfaction through action planning and strategic engagement.
Develop, implement, and maintain key account strategy plans, identifying contributions needed from FANUC and partner organizations.
Assess competitive threats, emerging technologies, and market dynamics, and develop strategies to strengthen FANUC’s position.
Develop customer insights to identify short- and long-term opportunities in applications including precision assembly, electronics manufacturing automation, PCB and PCBA handling, functional testing, AI-server manufacturing, machine tending, logistics automation, palletizing, depalletizing, quality inspection, machine vision-guided robotics, autonomous material flow, cleanroom automation, semiconductor wafer and component handling, and advanced manufacturing support systems.
Serve as the primary point of contact between customer organizations and the pursuit team, coordinating sales, engineering, application, and support activities to ensure timely responses.
Coordinate facility automation audits to identify operational challenges and automation opportunities.
Evaluate technological and commercial risks during customer evaluations, determine solution strategies, and secure business opportunities.
Use FANUC technologies and Authorized System Integrator capabilities to develop automation solutions aligned with customer business objectives, manufacturing strategies, and operational requirements.
Conduct quarterly or semiannual business reviews with key customer stakeholders covering open issues, projects, support needs, opportunities, and account performance.
Manage company assets through accurate monthly forecasting, pipeline management, and support of overdue payment collection activities.
Visit customer sites within assigned accounts and territory to strengthen relationships, support initiatives, identify opportunities, and understand evolving automation requirements and investment plans.

Benefits

Medical, dental, and vision insurance
401(k) retirement program
Life insurance
Short-term and long-term disability plans
Tuition reimbursement
Wellness program
Flexible spending accounts
Employee assistance program
Flexible benefit dollars
Holiday and vacation program
Market-competitive pay and benefits
Opportunities for advancement, knowledge and skill development, and recognition of individual achievements