Director, Account Sales/program Management - Etch

Account Program Manager

Applied Materials is the global leader in materials engineering solutions used to produce virtually every new chip and advanced display in the world. We design, build and service cutting-edge equipment that helps our customers manufacture display and semiconductor chips – the brains of devices we use every day. As the foundation of the global electronics industry, Applied enables the exciting technologies that literally connect our world – like AI and IoT. If you want to work beyond the cutting-edge, continuously pushing the boundaries of science and engineering to make possible the next generations of technology, join us to Make Possible® a Better Future.

As an Account Program Manager (APM), you will be responsible for developing and executing Business Unit (BU) specific strategic plans to drive revenue growth, establishing customer trust and loyalty, and fostering long-term partnerships with your strategic account. You will provide leadership and direction through a team of sales and technical leaders ensuring a world class employee experience and performance culture.

Responsibilities:

Account Management

• Establish a customer account strategy for your assigned BU and lead its implementation through a team of sales and technical leaders, in support of company revenue, margin, market share and growth objectives.
• Lead your team to achieve increasing value capture by leveraging enterprise programs that combine Applied Materials' unique capabilities to better solve customer HVPs. Develop the cross-organization relationships that enables the delivery of innovative and high impact solutions to the customer.

Relationship Management

• Develop and maintain relationships throughout all levels within the account, understanding customer strategies and issues in order to provide Applied Materials early access to inflections and an advantage over our competitors.
• Leads and facilitates collaborations across functions to fulfill customer's technical and business needs.
• Manages the relationships between Applied Materials and the customer, including executive relationships, and maintains continual alignment between the account and product organizations
• Able to seamlessly work internally and with the customer across the globe, integrating country-specific needs into a global customer strategy for your BU
• Resolves conflicting priorities between people, disciplines and processes and gains agreement on common priorities.
• Identify and leverage business and operational improvement opportunities between cross functional processes and team members.

Technical Agility

• Leads and/or facilitates technical discussions for your BU products between senior/VP-level technical leaders at the customer and Applied Materials Business Unit (BU) heads and R&D managers.
• Drives discussions internally with BU heads to drive gaps in technology roadmap and support level across Applied Materials product lines.
• Utilize value initiatives and internal value assessments to build a product value story that is attractive to the customer and secures utilization.

Contract Negotiation

• Using strong commercial acumen, negotiates top-level sales activities, such as corporate contracts and business agreements ensuring favorable terms and conditions that protect the Applied Materials' interests while maintaining strong customer relationships.

Customer Experience

• Establish priorities that enable relationships with the customer and builds sustainable trust.
• Bring a strong voice of the customer into company strategy, roadmaps, products and solutions to ensure that company initiatives and priorities are built to capture value for Applied Materials.
• Ensure exceptional customer experience by ensuring timely and accurate resolution to issues. Act as an advocate for customers within the organization and drive continuous improvement in service delivery.
• Manage executive escalations and drive to solutions that support both Applied Materials and customer needs.
• Recognizes and adapts approach to diverse cultural communication styles and ways of working (e.g. business/commercial activities) to quickly drive alignment to achieve account objectives.

Market Insights

• Stay abreast of market trends, industry developments, and competitor activities. Serve as a trusted advisor to field, SPG and executive leadership by demonstrating insights, candor, and innovation based on a strong foundation of experience.
• Leverage market insights to identify new business opportunities, anticipate customer needs, and contribute to the development of product roadmaps.

Organizational Leadership

• Serve as champion of the Applied Materials and SPG desired culture, emphasizing inclusion, collaboration, ethical behavior and ways of working that foster employee loyalty and engagement.
• Demonstrate a strong talent mindset by integrating talent strategies into the business strategy, hiring top talent and continually identifying, engaging and developing top and emerging talent throughout the account team.
• Build a strong talent pipeline within the account that enables business continuity and supports current and emerging strategic needs.
• Provides positive and constructive feedback that helps development of others.
• Involves team members in clarifying roles, accountabilities to achieve business objectives as part of personal development and supports their personal and career development.
• Thoughtfully plan resources and design the organization across both sales and technical teams to be able to effectively and efficiently deliver on account objectives.
• Participate in and champion efforts to automate and digitize, growing the account capabilities to drive productivity to support scaling the company.
• Partner with peer APMs to identify and drive BKMs and align on shared field objectives and initiatives across the account

Experience Requirements

• Advanced semiconductor equipment knowledge
• Possesses firm understanding of how the customer's business operates
• 5+ year experience as a Senior Site Manager or Senior Account Manager in the semiconductor equipment industry
• Multi-function experience is a plus (systems and service)
• Experience developing and effectively communicating a cohesive technology and commercial strategy for a global customer
• Has worked with teams and customers in multiple global locations, demonstrating cultural awareness and the ability to balance priorities to achieve overall objectives.
• Proven record of improving share, gross margin at their current account/customer while improving customer satisfaction
• Possesses commercial and business acumen
• Collaborates effectively with leaders in Santa Clara or other R&D centers
• Has developed comprehensive hiring and training strategies that focus on employee development
• Demonstrated track record of taking ownership and accountability for results in their account
• Proven leadership experience within a large, global account
• Multi-discipline experience resulting in a strong orientation to leadership
• Deep semiconductor experience resulting in insights and understanding of customer requirements

Capacity for Complexity

• Able to develop strategies with a two to three years' time horizon
• Translates strategies and programs into 1 year business and operating plans, budgets, resource requirements, performance measures and YoY improvement plans.
• Has a working knowledge/understanding of your Applied Materials product(s)
• Creative thinker who is able to develop new strategies to capture value and then work across the organization to gain support, refine and execute
• Anticipates customer inflections and changes that will enable Applied Materials to bring innovative solutions to customers before our competitors
• Uses understanding of company portfolio of product(s) and solutions to bring novel solutions to customers to meet their business objectives
• Decisive while also able to delegate and create an organizational system that is supportive and holds leaders within the account accountable for decision-making and follow-through
• Ability to work through ambiguity, bringing clarity and vision to the organization
• Strong systems thinker who can quickly identify connections and anticipate how changes in one area can affect others

Temperament

• Possesses exceptional interpersonal skills
• Engages team members and inspires individuals to commit business and operational goals
• Possesses strong communication skills and executive presence
• Ability to leverage business acumen and communication skills to effectively engage in or facilitate CEO/CEO level discussions
• Respects and recognizes diversity of views from individuals and groups and looks to leverage diversity for the benefit of a functional team.
• Listens to feedback from a wide range of sources and exhibits understanding through appropriate responses.
• Maintains composure in difficult situations
• Superior conflict resolution skills
• Candid and transparent; supportive while direct
• Non-political; puts the needs of the company above function or role
• Unquestionably ethical in approach

Integrates teams and Organization