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Senior Strategic Account Executive

2 months ago

Portland, Oregon, United States INFICON Full time
Job Overview

The Strategic Account Manager (SAM) plays a crucial role in realizing INFICON's potential and achieving the company's long-term strategic objectives. This position is responsible for cultivating and managing the relationship with one of INFICON's key customers.

In this role, the SAM will oversee all interactions and development efforts with our client, Intel, maintaining a long-term business perspective to ensure consistent and predictable results as we move towards 2030 and beyond.

About the Client - Intel

Intel Corporation is a leading American multinational technology firm that designs, manufactures, and sells computer components and related products for both consumer and enterprise markets. As the largest producer of central processing units (CPUs) and semiconductors globally, Intel also provides graphics processing units (GPUs), networking accelerators, and security products. The company anticipates significant growth in its upcoming foundry services, particularly with the increasing demand for AI and other emerging technologies.

Intel is poised to offer comprehensive foundry services for chip manufacturing, with front-end R&D activities conducted at their Hillsboro sites. Once development is finalized, the process transitions to High Volume Manufacturing (HVM) facilities located in Arizona, Ireland, and Israel. Their innovative back-end Foveros process allows for the vertical stacking of logic chips, integrating components such as CPUs and memory within a single package, developed at their NM facility and produced at their Penang, Malaysia site.

Main Responsibilities

The SAM will be tasked with orchestrating all interactions and developments with Intel, focusing on the following key responsibilities:

  • Leadership: Strategic Account Management
    • Comprehend the customer's business landscape, market dynamics, and organizational requirements.
    • Establish bold long-term aspirations and strategies for the account, setting short-term objectives to drive impact.
    • Develop, maintain, and execute the strategic account plan, updating it as necessary with insights from the Strategic Account Team.
    • Conduct regular coordination activities with the INFICON strategic account team and other key stakeholders.
    • Continuously align the global strategic account plan with overall INFICON strategy through reviews with executive sponsors and senior management.
  • Growth: Identifying and Capturing Opportunities
    • Proactively identify global growth opportunities across all potential revenue streams within the account, including expanding market share and developing new applications and services.
    • Support local sales and application teams throughout the customer's buying cycle.
    • Provide coaching and insights to opportunity plans managed by local Sales Managers.
    • Align customer and INFICON R&D roadmaps, fostering integrated partnerships across functions throughout the product lifecycle.
    • Facilitate early entry into new application areas and fab locations within the account.
  • Communication & Information Management
    • Proactively drive the agenda and strategy, creating a narrative that advances the account strategy.
    • Ensure that relevant customer stakeholders are informed about the business impact of INFICON's latest solutions and facilitate reciprocal sharing from the customer.
    • Maintain visibility of all relevant opportunities, activities, and information through designated communication channels.
    • Encourage cross-regional and cross-functional collaboration between INFICON and the customer organization, ensuring consistent and timely responses.
  • Relationship Management: Strengthening Connections
    • Map, build, and enhance relationships with strategic stakeholders within the customer's organization.
    • Establish the SAM Diamond: multi-level relationships between INFICON and the customer.
    • Conduct scheduled business reviews with the customer and INFICON account.
    • Organize appropriate meetings with relevant participants to discuss critical topics.
  • Deal Making: Negotiating Fair and Profitable Agreements
    • Drive value creation and capture for the account, both in the short and long term.
    • Close deals through creative negotiation techniques.
    • Master all aspects of business contracts, including legal considerations.
    • Proactively initiate and facilitate global framework agreements and related activities to ensure INFICON solutions are recognized as Tier 1 suppliers.
    • Ensure consistency in terms and conditions across different markets.

Cognitive Attributes and Competencies

The SAM role requires strong cognitive attributes and competencies, operating at inter-organizational, intra-organizational, and interpersonal levels:

  • Reflective and attentive listener, open to new ideas.
  • Possesses diplomatic and analytical mindsets.
  • Able to connect people and information effectively, leveraging sound analysis and creative strategies.
  • Capable of recognizing and addressing multiple perspectives simultaneously.

Qualifications

To excel in this role, candidates should possess the following qualifications:

  • Minimum Bachelor's degree in Business, Marketing, Engineering, Computer Science, or a related field; a Master's degree is advantageous.
  • 10-15 years of experience in sales, account management, or business development within the industry.
  • Proven negotiation experience, including contract management.
  • Demonstrated success in managing and growing strategic accounts.
  • Experience collaborating with cross-functional teams.

Technical Skills

  • Strong understanding of industry trends, technologies, and key players.
  • Proficiency with CRM software, MS Office Suite, and other sales tools.
  • Familiarity with the product development lifecycle and ability to understand complex technical products.

Other Requirements

  • Willingness to travel as necessary to meet business objectives.
  • Ability to work independently, prioritize effectively, and manage multiple tasks.
  • High integrity, professionalism, and commitment to excellence.