Senior Account Manager

axcelis; Beverly (MA); On-site; USD 120,000 - 180,000; Full time

Job summary

Axcelis is seeking a Senior Account Manager to manage a portfolio of mid-market customers in a defined territory, driving revenue growth and aligning strategic initiatives across Marketing, Sales Operations, Service, and other functions.

The role requires developing account plans, negotiating contracts, and coordinating internal teams to meet revenue targets. Domestic and international travel may be required, with a strong emphasis on relationship-building and strategic sales execution.

Qualifications

• Ability to read, write, comprehend and speak English sufficiently well to perform job functions.
• Ability to read, write, comprehend and speak other languages as required in the territory.
• A good understanding of the semiconductor industry and its product offerings and requirements.
• Ability to understand semiconductor industry manufacturing process.
• Ability to use sales tools effectively.

Responsibilities

• Develop and implement a sales strategy and/or align customer strategy to local customer requirements for all Axcelis products (tools, services, parts, etc.).
• Drive implementation of Account Plans for assigned territory.
• Responsible for selling all of Axcelis' products and services in an assigned account and meeting revenue targets and other goals.
• Coordinate and host customer meetings both at customer and Axcelis sites.
• Develop relationships with key customer contacts and expand long-term connections within accounts.
• Monitor competitive environment and develop business plans to address threats and opportunities.

Skills

Negotiation

Communication

Strategic sales

Account management

Hunter mentality

Education

Bachelor's degree with 10+ years experience

Master's degree preferred

Job description

JOB DESCRIPTION

Senior Account Manager

Job Description

Summary Responsible for managing a number of customers in an assigned territory for mid-market accounts, meeting assigned revenue targets and other company goals. Liaising with Marketing, Sales Operations, Service and other Axcelis functions to provide an integrated Sales approach towards the customer.

Essential Duties and Responsibilities

• Develop and implement a sales strategy and/or align customer strategy to local customer requirements for all Axcelis products (tools, services, parts, etc.).
• Drive implementation of Account Plans for assigned territory.
• Responsible for selling all of Axcelis' products and services in an assigned account and successfully meeting revenue targets and other company goals.
• Liaise with others across the organization to ensure that sales and marketing strategies and activities are integrated with other parts of the business and align with overall corporate objectives.
• Provide administrative and technical product information to prospective and existing customers.
• Identify and promote Axcelis products and services that align with customer's business needs and technology roadmaps.
• Collaborate with internal business units and applications teams to ensure account's future technical needs match company's product roadmap.
• Provide quotations for products and services and participate in the negotiation process.
• Ability to negotiate contracts, steering pricing negotiations, and maintain accurate sales forecast. Work with global account team if customer has global locations.
• Develop and implement sales strategy for gaining market share in accounts using Axcelis sales process, methodology and tools such as call and closing plans.
• Ability to develop an Annual Operating Plan for account.
• Participate across functional areas as part of a team to achieve customer goals.
• Coordinate and host customer meetings both at customer and Axcelis sites.
• Develop relationships with key customer contacts and assist in getting relationships established deep and wide in the account and retain them long-term.
• Stays abreast of industry, technology, and competitive environment.
• Serve as liaison between customers and company departments.
• Monitor the assigned customers' or territory's competitive environment to identify business threats and opportunities and develop business plans to address them.
• Ability to travel domestically (up to 40%) to meet with customers and regional account teams. International travel may be required.

Qualifications

Education and/or Experience

Bachelor's degree with a minimum of 10 years of related experience; or 8 years' experience with a Master's degree; or a PhD with 5 years' experience; or equivalent work experience, preferably in a semiconductor vendor's environment; plus 2-3 years of experience in a managerial capacity; or equivalent combination of education and experience.

Certificate/Licenses/Special Requirement

Proven successful track record in B2B sales with preference to capital equipment sales and/or semiconductor industry.

Other Skills and Abilities

• Ability to read, write, comprehend and speak English sufficiently well to perform job functions.
• Ability to read, write, comprehend and speak other languages as required in the territory sufficiently well to perform job functions.
• A good understanding of the semiconductor industry and its product offerings and requirements.
• Ability to understand semiconductor industry manufacturing process.
• Excellent interpersonal, communication, negotiation and coaching skills
• Aggressively strive to meet goals.
• Demonstrate good business acumen and able to think out of the box
• Self-starter with a desire to continuously increase knowledge; willingness for constant learning
• Flexible and hands-on working attitude
• Highly self-motivated and objective-driven
• Hunter personality
• Problem-solving abilities and skills
• Optimist and relentless
• Analytical skills to measure, monitor and report performance and effectiveness
• Ability to use sales tools effectively

EQUAL OPPORTUNITY STATEMENT

It is the policy of Axcelis to provide equal opportunity in all areas of employment for all persons free from discrimination based on race, sex, religion, age, color, national origin, disability status, medical condition (including pregnancy), veteran status, sexual orientation, marital status, or any other characteristic protected by federal, state or local law. Axcelis will provide reasonable accommodation necessary to enable a disabled candidate or employee to perform the essential functions of the position, unless the accommodation would create an undu