Global Account Manager

Insight Global; San Jose (CA); On-site; USD 150,000 - 190,000; Full time

Job summary

Insight Global in California is seeking a seasoned sales leader to drive growth in the semiconductor capital equipment territory, overseeing global strategic accounts and multi-line offerings.

This role emphasizes consultative selling, cross-functional coordination, and contract negotiations across diverse teams, with travel less than 20%. A strong engineering background and a 10+ year track record in field sales or global accounts are highly valued.

Qualifications

• Minimum of 10+ years in field sales or global strategic accounts in semiconductor capital equipment.
• Experience with ATE (Automated Test Equipment).
• Engineering background preferred; not overly technical.

Responsibilities

• Meet or exceed annual sales goals.
• Develop sales plans and account strategies with global coordination for Advantest product lines.
• Coordinate with multiple business units and third parties for turnkey solutions.

Skills

Field sales leadership

Global strategic account management

Semiconductor capital equipment

Account planning and strategy

Negotiation with procurement

Engineering background

Education

Bachelor's degree in Electrical/Mechanical Engineering

Tools

ATE (Automated Test Equipment)

Job description

Job Description

Candidate must provide sales leadership in a territory to continuously maximize growth, revenue and profit while making the most efficient use of resources. Minimum of 10 years of combined experience in field sales and global strategic account management in the semiconductor capital equipment industry required. Candidate must have major account management experience preferably selling multiple product lines and turnkey services.

Responsibilities

• Consistently meet or exceed annual sales goals.
• Develop sales plans, including account strategies, local/downstream resource allocation, define product deficiencies/issues, manage benchmarks, and make appropriate product and engagement decisions as it affects the account globally for all applicable Advantest product lines. Global planning, integration and coordination are requisite components of this role.
• Coordinate with multiple business units and third parties to provide turnkey solutions required by customer.
• Prioritize focus/resource allocation for all accounts in the territory based on ROI.
• Effectively sell your strategy/vision internally in order to get management to support investments required for success.
• Ability to sell using a consultative approach by thoroughly understanding the customers business, goals and organizational dynamics, then defining the most compelling solution based on Advantests offerings.
• Accountable for the design, scoping, and technical validity of the solution to achieve the customer's business objectives.
• Identify Advantest and Non-Advantest resources required to deliver customer solutions and track and manage the deliverables committed to.
• Creates such value with their expertise, candidate becomes part of customers business process; able to have influence on the customers decision process and business.
• Represents customers needs of their assigned business segment to field or factory.
• Works with the local US SE team and manager to plan and document team resource allocation required to achieve the business goals. Encourages a strong AM/SE Manager/COE partnership to form strategies, build value propositions and manage deliverables for the account.
• Monitors applications, service and sales related issue escalations for the US based customers domestic and overseas operations that are handled by the country customer teams. Escalates and informs management as needed and participates in the escalation process.
• Responsible for driving the local (CRM) account forecast and coordinating/reporting the downstream forecast as it pertains to the global customer forecast. Generate customer quotes, business proposals and have experience in negotiating commercial agreements and contracts.
• Provide bi-weekly/monthly account reports, Business Reviews with management and related Business Units, as requested and appropriate.
• Demonstrated skills, track record and ability to diagnose and drive global customer teams by achieving sales targets, market share goals and high customer satisfaction.

Travel Requirements

This customer sits in Irvine, Burlington Vermont, and Singapore. Its more of global coordination. Some travel . Less than 20%

We are a company committed to creating inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity employer that believes everyone matters. Qualified candidates will receive consideration for employment opportunities without regard to race, religion, sex, age, marital status, national origin, sexual orientation, citizenship status, disability, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to Human Resources Request Form (https://airtable.com/app21VjYyxLDIX0ez/shrOg4IQS1J6dRiMo) .

The EEOC "Know Your Rights" Poster is available here (https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf) .

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Skills and Requirements

Must Haves:

• Minimum of 10 years of combined experience in field sales, marketing, business development or global strategic account management in the semiconductor capital equipment industry required.
• Experience with ATE (automated test equipment).
• oDont need to be too technical, but come from engineering background
• Experience with big accounts (Google, Meta, Nvidia for example)
• oContract negotiations, delivery with procurement
• oKnowledge of how to structure accounts with engineer support to accomplish the account goals
• Technical degree in Electrical Engineering, Mechanical Engineering, etc.
• *** Good candidates will come from: companies like Teradyne, Emerson, NI, Chroma ATE, and ASML *** Strategic, go-getter, problem-solver
• Business development experience
• Engineering background pre-sales
• NPI experience