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Account Manager

3 months ago

Bellevue, United States Solidigm Full time

Join a multibillion-dollar global company that brings together amazing technology, people, and operational scale to become a powerhouse in the memory industry. Headquartered in Rancho Cordova, California, Solidigm combines elements of an established, successful technology company with the spirit, agility, and entrepreneurial mindset of a start-up. In addition to the U.S. headquarters and other facilities in the U.S., the company has international presence in Asia, Europe, and the Americas. Solidigm will continue to lead the world in innovating new Memory technologies with aspirations to be the #1 NAND memory company in the world. At Solidigm, we view problems as opportunities to define innovative solutions that hold the power to change the world and unleash the potential technological needs that the future holds. At Solidigm, we are One Team that fosters a diverse, equitable, and inclusive culture that embraces individual uniqueness and empowers us to bring our best selves to deliver excellence in support of Solidigm's vision and mission to be the go-to partner for optimized data storage solutions. You can be part of the takeoff of an innovative business that develops cutting-edge products, delivers strong business value for customers, provides an engaging workplace for its employees, and serves a greater impact on the world. This is a golden opportunity for the right applicant to join us and help design, build, and lead Solidigm. We want a diverse team of dedicated professionals who will not just be Solidigm team members but contribute to how we shape the future of the organization. We are seeking applicants who will grow and thrive in our culture; be customer inspired, trusting, innovative, team-oriented, inclusive, results driven, collaborative, passionate, and flexible.


Job Description:

This is a Commissioned Account Manager/Field Sales Engineer (FSE) within Solidigm's Global Sales Group (GSG) covering hyperscale cloud customers. Solidigm is a well-established leader with the most advanced 3D NAND technology and SSD portfolios in the world. Solidigm’s Cloud Sales Team is looking for a dynamic, high energy, and passionate Field Sales Engineer (FSE) who is enthusiastic about storage technologies to join a customer obsessed team that partners with the world's largest hyperscale cloud customers to meet their leading edge and dynamic requirements for storage. You will be responsible for leading collaborative business engagements with Hyperscale account(s) to understand their business requirements and drive business initiatives to grow Solidigm's relationships with customers. You will also be responsible for developing strategies to lead the account to become the #1 NAND Supplier with the customer, identifying innovative growth opportunities and maximizing market share. This role is integral to the success and growth of Solidigm with high visibility within the company as well as with the customer and therefore requires a self-driven individual who can do both big picture thinking and tactical execution.


Responsibilities include:

  • The successful candidate will be able to understand and represent the customer needs within Solidigm and form trusted relationships both externally and internally to meet and exceed customer expectations.
  • The ideal candidate is passionate about understanding our customer's requirements and influencing Solidigm's business decisions on a regular basis to maximize business opportunities and outcomes.
  • You will be responsible to drive strategic and tactical business conversations and leverage your leadership skills and business acumen to achieve growth in sales and design wins while building customer loyalty with the goal to expand market share and revenue.
  • You will help establish influential executive relationships at the account(s) and orchestrate winning strategies leveraging those relationships.


Additional responsibilities include:

  • Creating, maintaining, and executing to account plans, working alongside Field Applications Engineers (FAEs)
  • Managing opportunities from discovery to revenue using CRM tool(s)
  • Responsible for meeting or exceeding assigned annual revenue and design win quotas in conjunction with the FAEs
  • Working with Engineering, Sales Operations, and other stakeholders to ensure outstanding operational, logistical and technical support to customer(s)


A successful candidate will demonstrate:

  • Detailed knowledge of market intelligence in the Cloud Service Providers segment including trends, workloads and market dynamics
  • Knowledge of Cloud data center infrastructure including server storage platforms
  • Experience with Hyperscale infrastructures and requirements unique to very large scale deployments
  • High level technical understanding of storage and memory requirements and usage
  • Solid communication skills and ability to describe complex technology solutions in business terms and demonstrate business value to customers
  • Listen, understand and respond professionally to customers while engaging in business discussions spanning pricing, contracts, supply, operations, Quarterly Business Reviews, etc.
  • Extensive experience interacting with internal and external stakeholders to develop creative solutions to customer pain points and manage customer expectations
  • Strong analytical and creative thinking skills and domain expertise in relevant areas, e.g., storage, PCIe, NVMe, etc.
  • Storage standards knowledge: OCP, NVMe, SATA, form factors, etc.
  • Strong written and oral communication skills including the ability to effectively present in front of large audiences
  • Strong relationship building skills including the ability to build rapport and communicate effectively with all levels of management internally and at the customer
  • Excellent time management and organizational skills are needed in order to prioritize tasks in a very interrupt driven environment
  • Ability to integrate technical, business, market, and environmental conditions into a compelling solution that meets customer needs


Minimum Qualifications:

  • Bachelor's Degree in Computer Science, Engineering, Business or related degree aligned with the required experience.
  • 2+ years of relevant sales experience in semiconductor, technology, or related industry.

Preferred Qualifications:

  • 4+ years of experience in data center cloud sales, business development, or system and storage architecture
  • Prior experience selling hyperscale system solutions or SSDs
  • Relevant Cloud Certification credentials or equivalent experience


For California, Colorado, New York, Washington, and remote roles: The compensation range for this role is $192,930 to $307,810. Actual compensation is influenced by a variety of factors including but not limited to skills, experience, qualifications, and geographic location.