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Regional Sales Manager, North America

4 months ago

Boston, United States Onto Full time

Onto Innovation is a leader in process control, combining global scale with an expanded portfolio of leading-edge technologies that include: 3D metrology spanning the chip from nanometer-scale transistors to micron-level die-interconnects; macro defect inspection of wafers and packages; metal interconnect composition; factory analytics; and lithography for advanced semiconductor packaging. Our breadth of offerings across the entire semiconductor value chain helps our customers solve their most difficult yield, device performance, quality, and reliability issues. Onto Innovation strives to optimize customers' critical path of progress by making them smarter, faster and more efficient.

Job Summary & Responsibilities

Onto Innovation is a leader in process control, combining global scale with an expanded portfolio of leading-edge technologies that include: 3D metrology spanning the chip from nanometer-scale transistors to micron-level die-interconnects; macro defect inspection of wafers and packages; metal interconnect composition; factory analytics; and lithography for advanced semiconductor packaging. Our breadth of offerings across the entire semiconductor value chain helps our customers solve their most difficult yield, device performance, quality, and reliability issues.

At Onto Innovation, Enterprise Software is a growing business in the industrial & semiconductor manufacturing space. We are the only vendor who can supply a full set of smart manufacturing solutions across the entire industrial manufacturing value chain, and we are on a mission to digitally transform the world. By positioning our offerings to key customers to harness market share, and leveraging best practices & excellence through strategy, efficiency, and discipline you will build sales pipeline working closely with customers and Business Development Leader.

This role is best suited for someone who is well organized and self-driven to work in a matrix organization. Discipline to leverage process and creativity to work with product management and field teams to remove hurdles is key, with an end vision for aggressive business growth and short time to close open deals.

Product Portfolio: Enterprise Software

Yield Management System, Defect Management System, Run-to-run (R2R) and Fault detection and classification (FDC), Automation - AutoShell and ControlWORKS

Job Summary & Responsibilities

Own forecasting revenue and skillfully managing entire sales process leads to win/loss. Develop sales strategy and co-work with business development leader regularly to stay on top of the opportunity status. Being proactive to anticipate next potential challenge in closing the deal. Build score cards as a part of sales strategy. Exceed sales forecast targets Generate new opportunity & revenue results via (but not limited to) cold calling, email campaigns, sales plays, networking and participating in trade shows and conferences. Identify new sales verticals, strategies, and lead sources to grow a pipeline. Maintain existing account relationships through regular visits and penetrate new accounts or new process areas in existing accounts. Develop new relationships with corporate executives, manufacturing, and IT managers. Regularly prepare and lead compelling virtual and in-person client presentations to introduce Enterprise Software solutions. Key account management. Plan & execute Quarterly Account Review (QBR) for key accounts. Coordinate and drive customer requirements/projects with internal and external stakeholders. Own commercial and facilitate technical negotiations. Own Enterprise Software Maintenance Revenue & Tracking Own existing OEM relationships and capture accurate forecasting for OEM revenue Regular visits to the sales meetings / training, customer demonstrations, etc. Help collect 'voice of customer', customer high value problems and challenges Qualifications

Minimum requirements

BS Degree or higher in related field; MBA desirable but not required Highly driven, self-sufficient, well organized with proven sales record Good interpersonal skills Willingness to travel >70% time throughout NA Strong presentation and communication skills 3-15 years of experience selling Enterprise Software in the semiconductor manufacturing industry preferably in relevant areas (Defect, Yield and Process Control). Alternatively, experience in selling capital equipment into other areas in the semiconductor industry with a technical background in metrology and/or inspection (e.g. collected during an earlier process or application engineering role) Strong Microsoft Office product knowledge Experience with/exposure to Defect / Yield Management Systems or APC or FDC products is an added advantage. Highly Advantageous

An understanding of Frontend and/or Backend manufacturing techniques Knowledge of SAP S4/Hana and Cloud4Sales or similar ERP/CRM software packages

Onto Innovation Inc. offers competitive salaries and a generous benefits package, including health/dental/vision/life/disability, PTO, 401K plan with employer match, and an Employee Stock Ownership Program (ESOP) along with health & wellness initiatives. We provide a collaborative working environment along with resources, and state-of-the-art tools & equipment to promote success; and a welcoming, inclusive corporate culture where individuals are recognized for their contributions.

Onto Innovation Inc. is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.

For positions requiring access to technical data, Onto Innovation Inc., Inc. may have to obtain export licensing approval from the U.S. Department of Commerce - Bureau of Industry and Security and/or the U.S. Department of State - Directorate of Defense Trade Controls. As such, applicants for this position - except US Citizens, US Permanent Residents, and protected individuals as defined by 8 U.S.C. 1324b(a)(3) - may have to go through an export licensing review process. #J-18808-Ljbffr