Account Manager EDA Industry

Transcription

1 JOB description Account Manager EDA Industry (Chip manufactures, CAD, CAE, Electronics; related Research and University) TITLE: LOCATION: Senior Sales Executive, EDA/CAD/CAE Industry San Francisco Bay Area (Silicon Valley) or Austin, TX Work from Home Office No Relocation Available AREA : DEPARTMENT: REPORTS TO: US Sales Area Sales Director DATE POSTED: August, 2015 AVAILIBILITY: immediately GRADE LEVEL: STATUS: Exempt/Salary

2 Job description Adaptive Computing products help customers in electronic design to reach their goals with state-of-the-art middleware. Our solution enables companies to develop better electronic products faster and more cost effectively. Our innovative software products and solutions help engineers conquer design challenges in the increasingly complex worlds of board and chip design/manufacture. You will be working with some of the most prestigious EDA/CAD/CAE organizations, and leading research and teaching institutions in the world helping them transform their business through the use of technology. We are seeking a highly motivated individual. As an Senior Account Executive you will be managing a growing business with several large, visible clients while driving yearly revenue targets and long-term revenue opportunities. You will: Understand your client s business and their challenges / opportunities related to the use of HPC middleware and related cloud based services. Develop and maintain broad and deep customer partnerships that involve building relationships at the CxO level and expanding relationships outside of IT. Ensure that Adaptive teams are well-orchestrated and leveraged around relationships and opportunities, by communicating the vision and strategy for your account, handing off opportunities to team members and providing feedback to HQ departments as needed. Create a strategic and actionable account plan for HPC middleware that defines a clear growth strategy. Develop and manage a healthy and predictable pipeline that includes qualified opportunities. Close opportunities by continuously reinforcing business value. Ensure that clients deploy the solutions acquired by working with team members on deployment plans and customer adoption of these plans. Page 2

3 Key Accountabilities Effectively prospect the territory to uncover companies that have a potential need for Adaptive Computing solutions. Generate leads through web/linkedin search, use of Adaptive s internal marketing, electronic and print media and networking. Qualify potential accounts to understand customer needs and buying process. Uncover customer desired objectives, the obstacles to their success and the cost of inaction. Identify key customer projects and decision makers. Engage and interact within customers at various levels to understand customer infrastructure and hierarchy. Formulate Adaptive Computing s solutions to meet customer requirements. Propose and present a set of technologies and/or services that address customer s needs. Negotiate and close a Win/Win transaction. Work closely with customer to reach mutually beneficial agreement. Deliver and deploy solutions to customer satisfaction. Collaborate with field technical team and customer to drive adoptions. Must be willing and able to travel up to 40% of the time. Key Success Criteria Signed Enterprise Agreements (broad annuity software and service agreements), where net new opportunity revenue is delivered through an expansion of Adaptive Computing s footprint within the account s High Performance Computing group and their related departments. Revenue targets are met or exceeded, with agreements signed and entered in Adaptive s reporting systems. Revenue equates with resources and time used to win the deal (e.g., effective total cost-of-sale) Page 3

4 Key Success Criteria (continued) Adaptive Computing is considered as a primary partner for High Performance Computing by the customer s senior executives. The Senior Account Executive must clearly communicate the key initiatives clients have developed to meet their commitments and how Adaptive Computing can be a part of these (e.g., how their commitments align with corporate priorities and how Adaptive Computing can help). You ensure that team members communicate a consistent message to the clients. You are responsible to define an account plan that includes a growth strategy beyond HPC-license renewals (including Services, Marketing and partners as key growth enablers). Account plan identifies the big bets in the area of High Performance Computing and how the team is going to win these. The pipeline is adequate enough to meet revenue goals, with the right balance of short-term revenue opportunities and relationship-based strategic opportunities. Partner attach rate to all qualified opportunities meets or exceeds FY commitments. Pipeline derived revenue correlates to the account plan. Page 4

5 Knowledge, Skills and Experience The successful candidate will possess the following combination of education and experience: BSEE or BSCS required 5+ years of related EDA/CAE/CAD sales experience. Must have experience with some combination of the following areas: Functional Verification including Simulation, Emulation, FPGA Prototyping, Analog Mixed-Signal, Physical Verification including Extraction, DFM, RET/OPC, DFT including ATPG, Compression, Diagnosis Ability to develop customer s relationships at management level Ability to structure and manage complex deals. Must understand EDA tools and design flows. Ability to lead and motivate small multi-national teams. Excellent communication and presentation skills. Good organizational skills, Self-driven and proactive. Adaptability to change No relocation available. To apply for this opportunity please send your application with all relevant documents to: ADAPTIVE Computing Inc. attn.: HR-Department 1712 S. East Bay Blvd. Suite 300 Provo, Utah United States Electronic applications send to: hr@adaptivecomputing.com Page 5

6 Adaptive Computing is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status. About Adaptive Computing Adaptive Computing is the largest provider of policy-based optimization software for private cloud and High-Performance Computing (HPC) environments. Adaptive Computing manages the world s largest private cloud computing environment as well as many of the HPC Top500 list with Moab, a self-optimizing dynamic cloud management solution and HPC workload management system. Moab, a patented multi-dimensional intelligence engine, delivers policy-based governance, allowing customers to consolidate and virtualize resources, allocate and manage applications, optimize service levels and reduce operational costs. Adaptive Computing offers a portfolio of Moab private cloud management and Moab HPC workload management products and services that accelerate, automate, and self-optimize IT workloads, resources, and services in large, complex heterogeneous computing environments such as HPC, data centers and private cloud. Adaptive s products act as a brain on top of existing and future diverse infrastructure and middleware to enable it to selfoptimize and deliver higher ROI to the business. Contact a solutions advisor by phone or , or visit our Web site today North America, Latin America +1 (801) Europe, Middle East, Africa +44 (0) Asia, Pacific, Japan, India services@adaptivecomputing.com Corporate Headquarters 1712 S. East Bay Blvd. Suite 300 Provo, Utah Adaptive Computing Enterprises, Inc. All rights reserved. Adaptive Computing and Moab are registered trademarks of Adaptive Computing Enterprises, Inc. All third-party trademarks are the property of their respective owners Page