Strategic Sales Account Manager

Marvell Technology•Santa Clara, CA

21h

About The Position

About Marvell Marvell’s semiconductor solutions are the essential building blocks of the data infrastructure that connects our world. Across enterprise, cloud and AI, and carrier architectures, our innovative technology is enabling new possibilities. At Marvell, you can affect the arc of individual lives, lift the trajectory of entire industries, and fuel the transformative potential of tomorrow. For those looking to make their mark on purposeful and enduring innovation, above and beyond fleeting trends, Marvell is a place to thrive, learn, and lead. Your Team, Your Impact Marvell has a strong Sales and Marketing team who accomplishes business development activities by researching and developing marketing opportunities and plans, implementing sales plans and managing staff aligned with the corporate strategy for mutual success of the company and customers What You Can Expect As a sales leader, you will manage strategic Cloud Data Center account relationships and business in the Bay area. Responsibilities may cover multiple product lines but will focus on Optical Products. You must have a solid track record in semiconductor sales managing complex Data Center accounts (prefer Google, Microsoft, Amazon/AWS, Facebook/Meta). You will be responsible for delivering success against sales targets, generating new business opportunities, and growing relationships and revenue at assigned accounts. You should be results-oriented, driven by excellence, and capable of promoting success through collaboration with sales, product development, engineering, marketing, legal, finance and supply chain. You should have the capacity to develop a comprehensive understanding of Data Center challenges for your account and distill this understanding into straightforward Marvell solutions that make a clear difference to the customer’s business.

Requirements

Bachelor's degree or above in Engineering or business related technical field.
12 to 15 years of Semiconductor sales experience showing consistent design win success with Data Center, Cloud (Facebook/Meta, Google, Microsoft, Amazon/AWS) or Tier1 customers. Optical product sales experience preferred.
History of developing productive relationships with executives, senior management, and engineering at key customers.
Active relationships within the Data Center industry and a clear track record of revenue generation and growth within the Data Center market.
Proven experience negotiating complex deals and contracts that meet strategic revenue goals.
Demonstrated ability to sell at all levels of our customers’ organizations and show accountability for results that meet or exceed company goals.
Excellent presentation, negotiation and closing skills which exhibit strong communication, both written and verbal.
Ability to thrive in Marvell's fast-paced and dynamic environment with a strong sense of urgency.
Demonstrated skill navigating a large corporate environment to orchestrate cross-functional resources to meet customer needs.
Self-motivated and professional, capable of operating as a collaborative team player driven by success.

Nice To Haves

Optical product sales experience preferred.

Responsibilities

Account Management: Develop and execute account plans to achieve sales targets and revenue goals for assigned key account business.
Customer Relationship Management: Build and maintain strong relationships with key stakeholders at customer organizations, becoming a trusted advisor and a go-to contact for Marvell's solutions. Create relationship mapping and drive relationship development at all levels.
Solution Selling: Understand customer pain points, requirements, and objectives, and effectively communicate how Marvell's products and solutions can address their needs.
Cross-functional Collaboration: Collaborate with internal teams, including engineering, marketing, and technical support to ensure seamless delivery of solutions and exceptional customer satisfaction. Coordinate quality, logistic, supply, finance and legal matters between customers and respective Marvell departments.
Opportunity Management: Identify, support, and manage Marvell opportunities in collaboration with internal business leaders, engineering and product line management. Create a design win funnel and develop opportunity strategies to win.
Market Analysis: Stay current with industry trends, competitive landscape, and emerging technologies to identify new business opportunities and provide valuable insights to the organization.
Sales Forecasting: Prepare accurate sales forecasts, track progress, and report on sales pipeline activities to senior management.
Contract Negotiation: Lead contract negotiations, ensuring mutually beneficial agreements for both Marvell and its customers.
Customer advocacy: Deliver product feedback to business units to ensure the voice of the customer is recognized.