Strategic Account Manager

3 weeks ago

Dublin, Dublin City, Ireland INFICON AG Full time

On this journey the SAM will play a strategic and vital role in unlocking INFICON potential and in achieving the company's long term strategic goals. The SAM will be responsible for managing the relationship with one of INFICON's strategic and most important customers.

As a SAM for this specific role your overall responsibility is to orchestrate all interactions and development with our customer, Intel, with a long-term business (P&L) view and enabling delivery of consistent, predictable and repeatable business results towards 2030 – and beyond.

About the Customer - Intel

Intel Corporation is an American multinational technology company that designs, manufactures, and sells computer components and related products for both consumers and businesses. As the world's largest manufacturer of central processing units (CPUs) and semiconductors, Intel also offers graphics processing units (GPUs), networking accelerators, and communications and security products. The company foresees significant growth in their upcoming foundry business, particularly with the rise of AI and other emerging technologies.

Main activities and responsibilities

As a SAM your overall responsibility is to orchestrate all interactions and development with the customer, Intel, where the main activities and responsibilities are:

  • Leadership: Strategic Account Management
    • Understand the customers business, their market and organizational needs.
    • Define long-term bold account aspiration and strategy, set short term goals to drive impact.
    • Create and maintain and execute the strategic account plan, updated when relevant with input from the SA Team.
    • Conduct regular account coordination activities with the INFICON strategic account team and other important INFICON stakeholders.
    • Review the global strategic account plan with the executive sponsor and senior management to continuously align with overall INFICON strategy.
  • Growth: Scouting for/capturing opportunities
    • Early identification of global growth opportunities from all potential revenue streams at the account including expanding our share of wallet, creating new applications, services, consumables and new business areas.
    • Support the local sales and application teams following the customer's buying cycle.
    • Coach and provide input to opportunity plans owned by local Sales Managers.
    • Drive towards aligning customer and INFICON R&D roadmaps and establishing integrated partnerships across functions from the beginning to end of the product cycle.
    • Facilitate early entry into new application areas and fab locations within this account.
  • Communication & Information
    • Drive our agenda and strategy on a continuous and proactive level. Create and set the narrative that moves forward the account strategy.
    • Ensure the relevant customer buying center members know the business impact of INFICON's latest solutions.
    • Ensure all relevant opportunities, activities, and relevant information are visible in the chosen communication channel.
    • Encourage cross-region and cross-functional interaction between INFICON and the customer organization.
  • Relationship management: Strengthening the relationship
    • Map, build, and strengthen relationships to strategic stakeholders in the customers' organization.
    • Establishing the SAM Diamond: multi-level relationships between INFICON and the customer.
    • Conducting Scheduled Business reviews with the customer and INFICON account.
    • Organize the right meeting with the right people to discuss the topics that matter most.
  • Deal making: Negotiate Profitable and Fair Deals
    • Drive holistic value creating and value capture for the account, long-term and short-term.
    • Close deals by using creativity and by mastering the art and science of negotiation.
    • Master all elements of business contracts, including solid understanding of legal aspects.
    • Proactively initiate and facilitate global framework agreement, H&S and CSR activities (if applicable).
    • Ensure consistency between T&Cs offered in individual markets.
Cognitive attributes and competencies

As a SAM is a strategic role and is operating simultaneously on inter-organizational, intra-organizational and interpersonal level it is a challenging role that require strong cognitive attributes and competences.

  • Reflective, careful listener and open to new ideas.
  • Pertain to diplomacy and analytic mindsets.
  • Able to connect people and information and get things done, primarily based on sound analysis, experience, out-of-the-box-thinking and creative strategies.
  • Able to recognize and attend to multiple points of view simultaneously.
Qualifications

Following qualifications apply for the SAM role:

  • Minimum Bachelor's degree in Business, Marketing, Engineering, Computer Science, or related field. Master's degree is a plus.
  • 10-15 years of experience in sales, account management, or business development within the industry.
  • Proven track record of managing and growing strategic accounts.
  • Experience working with cross-functional teams.
Additional Information

For New York, the expected salary range for this position is between $100k and $150k per year, plus commission. The actual compensation will be determined based on experience, location, and other factors permitted by law.

INFICON provides a dynamic work environment that promotes diversity, equity, and inclusion. Our employees experience ongoing green initiatives, flexible work hours, and a variety of health and wellness programs.

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