EMEA Key Account Manager (m/f/d)

IVAM Microtechnology Network; Erfurt; Sur place; EUR 90 000 - 150 000; Plein temps

Résumé du poste

X-FAB is seeking an experienced senior sales professional to own a defined portfolio of EMEA accounts, driving long-term partnerships and promoting the full X-FAB technology and service portfolio. You will lead complex engagements, coordinate across business units, and shape account strategies to grow revenue and share of wallet.

The ideal candidate has a strong background in semiconductor B2B sales, excellent communication skills, and the ability to operate in a matrix organization across

Qualifications

• Degree in Electrical / Electronic Engineering, Physics or a comparable technical or business-oriented engineering discipline (B.S. / M.S.).
• At least 8–12 years of professional experience in the semiconductor industry or a closely related high-tech B2B environment.
• Strong hands-on experience in key account management, strategic customer development or senior customer-facing sales roles.
• Proven track record in growing complex customer accounts across multiple products, technologies or business units.
• Solid technical background with a good understanding of semiconductor physics and process technologies.
• Strong commercial mindset with deep understanding of business development, opportunity management, pricing and contractual frameworks.
• Ability to operate effectively in a matrix organization, aligning customer needs with multiple internal stakeholders.
• Experience in complex, long-cycle commercial negotiations, including development agreements, long-term supply models and strategic partnerships.
• Excellent communication, presentation and negotiation skills, with the ability to operate credibly at both operational and executive customer levels.
• Highly structured and proactive working style with strong ownership mentality for customer success and sustainable growth.
• Fluent English is mandatory; German and/or French language skills are an advantage.

Responsabilités

• Own and develop a defined portfolio of accounts across the EMEA region, including strategic key accounts, with full commercial responsibility.
• Act as the primary commercial interface for assigned customers, driving long-term partnerships and positioning X-FAB as a preferred development and foundry partner.
• Sell and promote the full portfolio of technologies and services offered by X-FAB.
• Define and execute account-specific growth strategies across all relevant X-FAB Business Units and Manufacturing sites, including share-of-wallet expansion, new device ramps, technology adoption and cross-selling initiatives.
• Drive strategic account planning, including customer roadmaps, opportunity pipelines, revenue projections and risk mitigation plans.
• Lead complex customer engagements and executive-level customer relationships, ensuring structured governance, escalation handling and decision alignment.
• Identify and qualify new business opportunities within existing key accounts, including new products, platforms and technologies.
• Own commercial negotiations for assigned accounts, including pricing frameworks, volume commitments, long-term agreements and contractual conditions, in alignment with Business Units and commercial guidelines.
• Translate customer, market and application insights into actionable input for Business Unit strategy supporting capacity, investment and technology roadmap planning.
• Act as the commercial orchestrator across customer journey touchpoints, ensuring aligned customer messaging, coordinated opportunity pursuit and consistent value positioning; coordinate and drive cross-functional X-FAB teams to ensure end-to-end account execution.
• Maintain accurate forecasting, opportunity tracking and reporting for assigned accounts ensuring transparency and predictability.
• Represent X-FAB at customer events, technical workshops, executive meetings and industry exhibitions related to assigned key accounts.
• Report directly to the Regional Sales Director EMEA.

Connaissances

Key account management

Strategic sales

Customer relationship building

Executive communication

Negotiation

Cross-functional collaboration

Opportunity management

Relationship governance

Formation

B.S./M.S. in Electrical/Electronic Engineering or related field

Description du poste

• Own and develop a defined portfolio ofaccounts across the EMEA region, including strategic key accounts,with full commercial responsibility.
• Act as theprimary commercial interfacefor assigned customers, driving long‑term partnerships and positioning X‑FAB as a preferred development and foundry partner.
• Sell and promote the full portfolio of technologies and services offered by X‑FAB
• Define and executeaccount-specific growth strategies across all relevant X‑FAB Business Units and Manufacturing sites, including share‑of‑wallet expansion, new device ramps, technology adoption and cross‑selling initiatives.
• Drivestrategic account planning, including customer roadmaps, opportunity pipelines, revenue projections and risk mitigation plans
• Lead complexcustomer engagements and executive-level customer relationships, ensuring structured governance, escalation handling and decision alignment.
• Identify and qualifynew business opportunities within existing key accounts, including new products, platforms and technologies
• Owncommercial negotiationsfor assigned accounts, including pricing frameworks, volume commitments, long‑term agreements and contractual conditions, in alignment with Business Units and commercial guidelines.
• Translatecustomer, market and application insightsinto actionable input forBusiness Unit strategysupporting capacity, investment and technology roadmap planning.
• Act as thecommercial orchestrator across customer journey touchpoints, ensuring aligned customer messaging, coordinated opportunity pursuit and consistent value positioning; coordinate and drivecross‑functional X‑FAB teams(Field Application Engineers, Customer Support, Opertions, Quality, Finance, Marketing and Business Units) to ensure professional end‑to‑end account execution.
• Maintain accurateforecasting, opportunity tracking and reportingfor assigned accounts ensuring transparency and predictability.
• Represent X‑FAB at customer events, technical workshops, executive meetings and industry exhibitions related to assigned key accounts.
• Report directly to the Regional Sales Director EMEA.

Your profile:

• Degree in Electrical / Electronic Engineering, Physics or a comparable technical or business‑oriented engineering discipline (B.S. / M.S.).
• At least8–12 years of professional experiencein the semiconductor industry or a closely related high‑tech B2B environment.
• Stronghands-on experience in key account management, strategic customer development or senior customer‑facing sales roles.
• Proven track record ingrowing complex customer accounts across multiple products, technologies or business units.
• Solid technical background with agood understanding of semiconductor physics and process technologies.
• Strong commercial mindset with deep understanding ofbusiness development, opportunity management, pricing and contractual frameworks.
• Ability to operate effectively in amatrix organization, aligning customer needs with multiple internal stakeholders.
• Experience incomplex, long-cycle commercial negotiations, including development agreements, long‑term supply models and strategic partnerships.
• Excellentcommunication, presentation and negotiation skills, with the ability to operate credibly at both operational and executive customer levels.
• Highly structured and proactive working style with strong ownership mentality for customer success and sustainable growth.
• Fluent English is mandatory;German and/or French language skills are an advantage.
• Willingness totravel internationallyas required to support key customer interactions.