Account Technology Manager - Questa - 341002

Company: Siemens EDA

Job Title: Account Technology Manager - Questa

Job Reference #:  341002

Job Location: San Diego, CA, Los Angeles, CA, Southern CA

Mentor Graphics is now Siemens EDA

Siemens EDA is a global technology leader in electronic design automation software. Our software tools enable companies around the world to develop new and innovative electronic products. Our customers use our tools to push the boundaries of technology and physics, to deliver better products in the increasingly complex world of electronics design.

Job Description:

We are seeking a dynamic technical sales professional, who will be responsible for development and execution of the go-to market strategy to achieve specific business targets and strategic objectives for Questa and One Spin products and solutions ((Simulation, Debug, Coverage, Formal, Verification IP, Functional Safety) within the Western United States which is the Rocky Mountains and West, while excluding San Jose aka Silicon Valley.

The Account Technology Manager (“ATM”) will lead the prospecting, identifying, prioritizing opportunities, developing technical engagement strategies, coordinating with field technical management on staffing and technical execution and working with Account Managers to covert technical success into business wins. This individual will thus be responsible for actively and accurately tracking customer engagements including sales stage, progress against plan, action items, risks including competitive threats, and prioritization.

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 solution to new groups and users within existing customers. This individual will work closely with the Account Manager to develop these plans and the Account Manager must ultimately approve this plan prior to execution. In addition, the ATM must develop strategic partnerships with key stakeholders within the territory.

Location and Travel:

The job will be based in Los Angles or San Diego area and can be located anywhere within the Southern California area with travel likely to be 20% to 40%.

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 Mentor in product / technology
• Serve as the key field resource to summarize competitive threats and opportunities

Job Qualifications:

The successful candidate will possess the following combination of education and experience:

• BS Degree or equivalent, MS Degree is beneficial
• 10+ years of industry experience in EDA or IC Functional Verification
• Customer-facing experience in sales (technical sales or pre-sales AE)
• Market and industry knowledge in Functional Verification IC Hands-on experience in Functional Verification IC includes Digital Simulation, coverage, Formal Techniques, Static Verifications (CDC) and Verification IP (VIP)
• Prospecting and discovery skills
• Creating and executing Demand Creation activities or campaigns
• Develop and manage technical campaigns to successful closure
• Customer relationship and expectations management skills
• Strong communication and planning skills
• Proactive self-starter with a focus on best practices to achieve results
• Motivated team player/leader with ability to manage indirectly

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At Siemens we are always challenging ourselves to build a better future.  We need the most innovative and diverse Digital Minds to develop tomorrow’s reality.  Find out more about the Digital world of Siemens here:  www.siemens.com/careers/digitalminds