Account Manager - Sales - Semiconductor (5-10 yrs)

Role: Sales Account Manager.

Location: Bangalore/ Coimbatore.

Position Overview:

- This position is focused on identifying & selling the Services to potential customers in Hi-Tech Engineering space, specifically Semiconductor, Medical Devices, Automotive & Capital Equipment Manufacturers.

- This is accomplished primarily through pre-arranged sales calls with key management and technical decision makers.

- The clear objectives of this role include meeting targets and delivering feedback to the organization to improve alignment with existing accounts or penetrate new accounts.

- To accomplish this, this Sales Account Manger must be able to find and close opportunities, while also building relationships of trust at multiple levels within a customer account and developing a clear understanding of a client's business needs.

- Then, using solution-selling and team-selling techniques, they will assist their customer in understanding the business impact of implementing solutions.

Performance Objectives:

- Achieve an annual quota and deliver double digit portfolio growth by closing sales within the target accounts.

- This is often done through team selling activities where you may be the lead or supporting seller.

- Prioritize, develop, and execute an account and site-based plan.

- Within the first 90 days, prepare a draft plan that addresses the account's needs and concerns.

- This plan is expected to encompass multiple approaches for account penetration, needs analysis, and competitive analysis, as well as creative methods for leveraging successes and finding and closing new opportunities.

- Act as a business and technical consultant to customers and prospects.

- Establish strong customer relationships through a track record of professional, value-added customer interactions where they deliver insight from domain expertise and industry knowledge continually honed over time.

- Define requirements, assess fit and prove technical concepts working with the pre-sales team.

- Quantify resource investments needed to move an opportunity forward and articulate risks and potential ROI within an opportunity or application area to the organization.

- Effectively use pre-sales, technical and other resources available within the company to close deals.

- Enhance opportunity win rate by identifying and applying technical, marketing, business development, and other resources in constructing an appropriate sales team for an opportunity.

- Create and Lead Client Proposals and Presentations.

- For key customer engagements, develop comprehensive, professional presentations tailored to the target customer.

- Presentations will focus on identified business pain point(s) and present that will deliver positive business impact.

Qualification:

- Strong interpersonal and influencing skills for both internal and external interactions.

- 5+ years of proven sales experience.

- Experienced in developing and executing successful account plan strategies that have converted into business wins.

- Track record of formulating and executing creative strategies to win complex opportunities.

- Experienced in generating and delivering value proposition messaging.

- Strong organizational, time management skills, and account planning skills.

- Demonstrated track record of achieving/exceeding performance objectives in a consistent manner.

- Demonstrated ability in territory, Opportunity, and account management.

- Expertise in the semiconductor industry.

- Background and competitive knowledge of Test, Measurement & Validation Industry.

Additional Details:

- Hybrid work model, flexible to work from office (Bangalore/Coimbatore), in case of business requirements.

- Travel: Travel will include international travel to US, Europe & Asia Pacific.

- Availability of US travel visa a plus.