Sr. Sales Manager

Paylocity; Santa Clara (CA); On-site; USD 150,000 - 230,000; Full time

Job summary

ANA-CP is seeking a Senior Sales Manager in the Santa Clara area to build a disciplined, scalable sales organization for the semiconductor OEM business. You will mentor a team, implement a repeatable operating system, and drive forecast accuracy and pipeline health across global teams.

The role emphasizes ownership of strategic accounts, cross-functional collaboration with Engineering, Marketing, and Operations, and close engagement in negotiations and design-in discussions with major customers.

Qualifications

• At least 10 years of progressive B2B sales experience in industrial/engineered products.
• 5+ years of experience managing and developing a sales organization of five+ members.
• Experience implementing/improving sales processes, cadences, and CRM adoption.

Responsibilities

• Lead, coach, and develop the sales team with clear objectives and accountability.
• Establish a repeatable sales operating system covering opportunity creation, pipeline, design-in, and mass-production stages.
• Own sales planning, cadence, and forecasts including annual/account plans and reviews.
• Manage business performance using KPIs: bookings, revenue, pipeline health, forecast accuracy.
• Drive disciplined use of CRM to improve visibility, decision-making, and data quality.
• Coordinate cross-functionally with Engineering, Marketing, Operations, Product, and global teams.
• Engage and support key customer engagements, negotiations, and strategic account decisions when needed.
• Build organizational capability by clarifying roles and reducing reliance on individual relationships.

Skills

Leadership

Strategic account management

Negotiation

Executive communication

Sales process optimization

Cross-functional collaboration

Travel readiness

CRM usage

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

Description

The Senior Sales Manager is responsible for building a disciplined, scalable, and high-performing sales organization that supports sustainable growth of ANA-CP's semiconductor OEM business. The role develops people, establishes consistent sales-management practices, strengthens pipeline and forecast discipline, and leads cross-functional execution from opportunity creation through design-in and mass production. During the transition period, the position will work in a complementary partnership with the Semiconductor OEM Advisor, leveraging the Advisor's customer and industry expertise while establishing stronger management systems and organizational capability.

• Lead, coach, and develop the sales team through clear objectives, regular one-on-one meetings, performance feedback, development plans, and accountability for results.
• Establish and continuously improve a repeatable sales operating system covering opportunity creation, qualification, pipeline stages, design-in, quotation, mass-production conversion, and post-launch growth.
• Own sales planning and operating cadence, including annual plans, account plans, pipeline reviews, forecast reviews, performance reviews, and corrective actions.
• Manage business performance through defined KPIs, including bookings, sales, gross profit, pipeline health, forecast accuracy, opportunity progress, and team capability development.
• Drive disciplined use of SFA/CRM tools and data quality to improve visibility, decision-making, follow-up, and organizational learning.
• Lead cross-functional coordination among Sales, Business Development, Application Engineering, Product Engineering, Marketing, Operations, Production, Customer Support, and global teams.
• Ensure strategic accounts have clear ownership, stakeholder maps, growth strategies, action plans, and management-level engagement.
• Support critical customer engagements, negotiations, commercial reviews, escalations, and strategic account decisions when management involvement is required.
• Build organizational capability by clarifying roles, identifying skill gaps, sharing knowledge, and reducing dependency on individual relationships or undocumented practices.
• Partner with the Semiconductor OEM Advisor to transfer customer knowledge, industry insight, and account history into documented and repeatable organizational capability.
• Communicate performance, risks, resource needs, and recommended actions to the VP of CP Sales in a timely and fact-based manner.
• Perform other duties as assigned.

Requirements

• Bachelor's degree or equivalent practical experience in business, engineering, marketing, or a related field.
• At least 10 years of progressive B2B sales experience with a manufacturer of industrial, automation, technology, capital-equipment, or other engineered products.
• At least 5 years of experience managing and developing a sales organization of five or more team members.
• Demonstrated success in coaching sales professionals, managing performance, developing capability, and creating accountability without relying on individual heroics.
• Demonstrated experience managing bookings, revenue, gross profit, pipeline, forecasts, account plans, and sales KPIs.
• Experience implementing or materially improving sales processes, management cadences, and CRM/SFA adoption.
• Experience leading cross-functional execution with Engineering, Marketing, Operations, Product Management, and other internal stakeholders.
• Strong strategic-account-management, negotiation, business-review, presentation, and executive-communication skills.
• Ability to operate effectively in a matrixed, multinational environment and to align local execution with global stakeholders.
• Willingness and ability to travel as required for customers, internal coordination, and business reviews.
• Experience working in a Japanese-headquartered company or in a business environment requiring close coordination with Japanese stakeholders.
• Experience in the semiconductor industry, semiconductor equipment, semiconductor OEM accounts, or adjacent advanced-manufacturing markets.
• Knowledge of semiconductor OEM customer structures, design-in processes, equipment-development cycles, and key decision-making stakeholders.
• Familiarity with sensing and control technologies, including temperature, pressure, flow, and vacuum applications.
• Experience with strategic customers such as Applied Materials, Lam Research, ASM, or comparable equipment manufacturers.
• Experience using Salesforce or a comparable CRM platform to manage pipeline, forecast, activity, and account information.