Account Technology Manager

Siemens EDA is a global technology leader in Electronic Design Automation software. Our software tools enable companies around the world to develop highly innovative electronic products faster and more cost-effectively. Our customers use our tools to push the boundaries of technology and physics to deliver better products in the increasingly complex world of chip, board, and system design.

The role of the job:

• The DFT and IP Account Technology Manager (ATM) is responsible for development and execution of the strategy to achieve business targets and strategic objectives for the Tessent DFT and Embedded Analytics IP business within the China territory.
• The Tessent ATM plays a critical role in generating revenue growth through driving DFT software and IP sales offerings in the marketplace by developing and maintaining knowledge of market conditions and developing strategies to maximize awareness of the quality and value of our offerings.
• The Tessent ATM will manage and maintain data for tracking engagements including sales stage, progress against plan, action items, risks and prioritization. In conjunction with Account Managers and Application Engineers the ATM is also responsible for defining plans and campaigns, as well as working with Product Managers and Marketing Managers to coordinate resource allocation for the territory.

• Develop the overall DFT and IP strategy along with territory direct sales management team to achieve business targets and strategic objectives based defined needs; segmenting and analyzing customers by industry segment, geography and revenue potential.
• Define engagement plans and campaigns necessary to achieve the results, in partnership with Account Managers, developing opportunities to transact either packaged or customized IP offerings to customers.
• Lead and manage campaigns for both DFT and IP, ensuring understanding of all elements by offering. 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.
• Actively search for opportunities to solve existing customer issues with value creation and the promotion of DFT and IP offerings, and screening potential deals for needs, deal requirements and crafting value propositions.
• Participate in the development, implementation, and coordination of DFT and IP business plans and initiatives that drive the growth of designated IP offerings.
• 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
• Serve as a key resource to summarize competitive threats and opportunities; maintaining awareness of growth initiatives regarding regional market and target customer segments, and the company's potential to meet customer needs with IP offerings.
• The DFT and IP ATM will meet regularly to review the overall progress vs. plan with the technical field management and the sales teams to review priorities, share knowledge, review trade-offs, and share best practices.

• Minimum Bachelor's Degree in EE or equivalent in a technical discipline
• Significant professional experience and proven track record in DFT flows and IP sales, EDA services sales experience preferred.
• Commercially astute, with the ability to think strategically and then seek out related opportunities.
• Demonstrated experience in building effective and positive relationships, both across internal organization and with customers
• Excellent communications and interpersonal skills -English language required.
• Product, market, and industry knowledge
• Project management experience and an ability to handle multiple time-sensitive projects.
• Critical thinker/problem solver.
• Motivated, innovative self-starter, Hunter with proven experience in influencing without authority within across functional, international and multi-cultural organization.
• Adept at developing programs and promotions for high technology products and IP to both partners and customers.
• Strong prospecting and negotiation skills