For over three decades, Silvaco, based in Silicon Valley, California and with global locations around the world has solved semiconductor design challenges by offering affordable and competitive TCAD (Technology Computer Aided Design) software, EDA (Electronic Design Automation) software, proven design IP (intellectual property), and world class support to engineers and researchers across the globe. Silvaco solutions span from atoms to systems: starting with simulation of material behavior impacting semiconductor devices, to design and analysis of transistor circuits, and lastly providing IP blocks for systems-on-chip (SoC) designs. Our solutions are deployed in production flows across broad industry segments such as leading display companies, automotive OEM suppliers, and top Memory, 5G, and IoT (internet of things) providers.
JOB SUMMARY
As a Senior Account Manager at Silvaco, you will be responsible to grow Silvaco's business for our full line of EDA, TCAD, and IP products in the assigned European countries that make up your territory. Duties include developing, identifying, qualifying, and closing new business as well as identifying and engaging in new opportunities to strengthen our existing customer relationships. This is a strategic role with enormous account growth potential.
ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES; include but not limited to:
- Serving as the primary sales contact for interactions with customers.
- Leveraging relationships and industry knowledge to create or assess opportunities for Silvaco and meeting sales objectives.
- Managing the entire sales life cycle of transactions to ensure visibility into and predictability of the lead-to-close process.
- Developing business proposals and obtaining internal buy-in.
- Negotiating and closing business deals with customers.
- Driving contract negotiations and booking purchase orders.
- Building long-term business opportunities by forming strategic relationships with customers and partners in the industry.
- Working in a team environment and regularly interacting with senior or executive level management.
- Developing complex strategic account plans, which may involve competitive displacements or creative business agreements to meet or exceed goals.
- Meeting or exceeding an annual sales quota.
- Advocating for the customer within the company to ensure customer success.
- Protecting company proprietary and confidential information.
- Managing forecasts, pipelines, and predictability for revenue achievement.
- Develop territory and strategic account plans.
- Develops sales pipeline to increase Silvaco market share in your assigned territory.
- opportunity and account management which includes starting and stopping your day in Using tasks to drive your daily activity, put notes from calls/meetings relating to opportunities and accounts.
- Any other duties as assigned by the Regional Director / VP of Sales.
Qualifications AND REQUIRED EXPERIENCE
- BA/BS/MS in Electrical or Electronic Engineering, Computer Science, or related fields with 10+ years' experience in technical selling.
- A good understanding of IC design & simulation tools/methods and the semiconductor industry.
- Proven track record working with partners and exceptional ability to establish relationships at any level.
- Demonstrable base of customer contacts at the technical, management and executive levels.
- Mastery of the sales process, strong communication skills, and the ability to interact with engineering and management staff to the C Suite.
- Able to solve a wide range of difficult business problems in imaginative and creative ways, exercising judgment within broadly defined practices and policies.
- Strong sales aptitude and a passion for closing new business.
- Experience with or equivalent CRM system.
- Extensive experience in all aspects of leading a sales campaign.
- Excellent organizational, prioritization, time management skills and an unwavering commitment to integrity and professionalism.
- Self-starter and strong closer with multitasking ability.
- Excellent negotiation and closing skills.
- Willingness to travel regularly for face-to-face customer meetings / accept flexible working schedule. To perform the role effectively an average of 2-3 days per week is expected.
- Working knowledge of Microsoft PowerPoint, Word, and Excel.
WE ARE AN EQUAL OPPORTUNITY EMPLOYER
At Silvaco, we do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
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