Senior Strategic Account Executive

2 weeks ago

Portland, Oregon, United States INFICON Full time
Job Overview

The Strategic Account Manager (SAM) will play a crucial role in unlocking the potential of INFICON and achieving the company's long-term strategic objectives. This position is responsible for overseeing the relationship with one of INFICON's most significant clients.

Client Overview
Intel Corporation is a leading American multinational technology company that specializes in designing, manufacturing, and selling computer components and related products for both consumer and enterprise markets. As the largest manufacturer of central processing units (CPUs) and semiconductors globally, Intel also provides graphics processing units (GPUs), networking accelerators, and security products. The company anticipates substantial growth in its foundry business, particularly with the rise of artificial intelligence and other emerging technologies.

Main Responsibilities

  • Leadership: Strategic Account Management
    • Gain a comprehensive understanding of the client's business, market dynamics, and organizational requirements.
    • Establish long-term ambitious account aspirations and strategies, setting short-term objectives to drive impact.
    • Develop, maintain, and execute the strategic account plan, updating it as necessary with input 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 company strategy through regular reviews with executive sponsors and senior management.
  • Growth: Identifying and Capturing Opportunities
    • Proactively identify global growth opportunities across all potential revenue streams, including expanding market share and developing new applications and services.
    • Support local sales and application teams throughout the client's purchasing cycle.
    • Provide coaching and insights for opportunity plans managed by local Sales Managers.
    • Align customer and INFICON R&D roadmaps to establish integrated partnerships throughout the product lifecycle.
    • Facilitate early entry into new application areas and fabrication locations.
  • Communication & Information Management
    • Proactively drive the agenda and strategy, crafting the narrative that advances the account strategy.
    • Ensure that relevant members of the customer buying center are informed about the business impact of INFICON's latest solutions.
    • Maintain visibility of all relevant opportunities, activities, and information through chosen communication channels.
    • Encourage cross-regional and cross-functional collaboration between INFICON and the customer organization.
  • Relationship Management: Strengthening Connections
    • Map, build, and enhance relationships with strategic stakeholders within the client's organization.
    • Establish multi-level relationships between INFICON and the client.
    • Conduct scheduled business reviews with the client and INFICON account.
    • Organize meetings with the appropriate 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 using creativity and negotiation expertise.
    • Master all aspects of business contracts, including legal considerations.
    • Initiate and facilitate global framework agreements and ensure INFICON solutions are approved as a Tier 1 supplier.
    • Ensure consistency in terms and conditions across different markets.

Cognitive Attributes and Competencies
The SAM role requires strong cognitive attributes and competencies, including:

  • Reflective listening and openness to new ideas.
  • Diplomatic and analytical mindset.
  • Able to connect people and information effectively.
  • Recognizing and addressing multiple perspectives simultaneously.

Qualifications
Education and Experience

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

Technical Skills

  • Strong industry knowledge, including current trends and key players.
  • Proficiency with CRM software and MS Office Suite.
  • Understanding of the product development lifecycle and complex technical products.

Other Requirements

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

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