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As a member of the World Trade Technology Solution Sales (TSS), you will be responsible for development and execution of the strategy to achieve specific business targets and strategic objectives for Functional Verification products (Simulation, Debug, Coverage, Formal, Verification IP, Functional Safety) within the territory comprised primarily of East Coast accounts.
The ATM will drive the priorities of all Product Line opportunities in the territory and provide a clear prioritization for resource allocation to the field technical resource management and product division. This person will thus be responsible for maintaining up-to-date data for tracking engagements including sales stage, progress against plan, action items, risks and prioritization.
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As part of this role, the ATM is responsible for defining and owning the technical opportunity plans and campaigns necessary to achieve the initial win and then proliferate the technology to additional teams. This person will work closely with the Account Manager to develop these plans and the Account Manager must ultimately approve this plan. Also must develop strategic partnerships with customers in the territory.
Responsibilities include:
• Develop the overall product strategy along with the field technical management to achieve business targets and strategic objectives. Business targets and strategic objectives are defined by sales management in conjunction with the product division. The strategy to achieve those business targets requires the construction of a top-down and bottom-up plan account by account within a territory (including calling out strategy to capture unidentified business in that territory)
• Define technical account engagement plans and campaigns necessary to achieve the results. The strategy and plans for each account must be approved by the Account Manager.
• Lead and manage the account specific campaigns for the specific product line.
• Ensure understanding of all elements of any technical campaign - decision process, success criteria, committed usage upon success, run rate impact, AE resources required and, of course, solving the customer's problem.
• Establish regular meetings with specific customer management to support successful campaigns.
• Align with account team on business opportunities and build up the engagement tracking mechanism to ensure ability to summarize data and communicate progress vs plan across multiple accounts effectively
• Define, track and report the priorities for all engagements at every stage and communicate closely with technical management helping to prioritize engagements and short vs. long-term objectives.
• Build strong customer relationships to enable establishment of strategic relationships for Siemens EDA in product / technology.
• Serve as the key field resource to summarize competitive threats and opportunities.
• This position under normal circumstances will require up to 50% travel. Currently travel has been restricted and subject to change upon company policy.
Note: Qualified Applicants will not require employer sponsored work authorization now or in the future for employment in the United States. Qualified Applicants must be legally authorized for employment in the United States.
Minimum Requirements:
- This position requires employees to be fully vaccinated against COVID-19 unless they are granted a medical or religious exemption
• BS Degree required, (MS preferred)
• This position under normal circumstances will require up to 50% travel. Currently travel has been restricted and subject to change upon company policy.
• 10+ years of industry hands-on experience in Functional Verification IC design and verification in both ASIC and FGPAs, this includes digital simulation, digital verification coverage, formal techniques for digital verification, static verifications (CDC) for digital design/verification and Verification IP (VIP).
• Financial understanding
• Organizational knowledge
• Market and industry knowledge in Functional Verification IC design and verification in both ASIC and FGPAs
• Negotiating skills
• Prospecting/uncovering skills
• Demand creation
• Create and maintain technical campaigns
• Set appropriate expectations and decision criteria
• Bring technical campaigns to successful closure
• Professional customer presence
• Technical knowledge and background
• Ability to manage indirectly
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Organization: Digital Industries
Company: Siemens Industry Software Inc.
Experience Level: Experienced Professional
Job Type: Full-time
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