Director of Sales, Global Accounts

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Director of Sales, Global Accounts

FormFactor, Inc

Carlsbad, CA

In a world driven by the increased demand of technology, semiconductor manufacturers require a trusted partner to pioneer the frontiers of advanced integrated circuits (ICs).

FormFactor, Inc (FFI) is the world's leading supplier of semiconductor test and measurement products that power electronic systems used in computing, consumer-technology, automotive, Artificial Intelligence (AI) and other applications.

Our cutting-edge solutions are the driving force behind the testing of ICs that power electronic systems across computing, consumer technology, automotive, Artificial Intelligence (AI), and myriad other applications.

As a leading player in the semiconductor industry, FormFactor actively seeks out individuals who are not just employees, but passionate contributors eager to thrive in an ever-evolving landscape.

At FormFactor, we are not just shaping the future of semiconductors; we are rewriting the narrative of innovation itself.

Our commitment extends beyond the technical realm to the very fabric of our culture. Rooted in our core values Focus on the Customer, Ownership & Accountability, Respectfully & Effectively Communicate, and Motivate & Develop People we foster an environment where diverse perspectives are not only welcomed but celebrated.

Join us in experiencing the exhilaration of collaborating with a dynamic team, pushing the boundaries of what's possible, and contributing to a workplace where your voice is not just heard but valued and empowered.

Become an integral part of our journey as we collaboratively Form Our Future Together, setting the stage for a new era in semiconductor excellence.

Essential Duties and Responsibilities :

• Identify and grow opportunities working with the Americas customer and sales colleagues globally to ensure growth attainment.
• Develop and execute account plans to ensure client satisfaction, sales growth and product utilization.
• Operate as first point of contact for assigned client base.
• Expand product use and ensure strong customer service.
• Provide indirect management of Sales Engineers, and Application Engineers in order to manage all aspects of new business creation and maintenance of customer satisfaction and loyalty.
• Build and maintain strong, long-lasting customer relationships. Develop relationships as a trusted advisor to key customer stakeholders and executive sponsors.
• Develop in-depth knowledge of market, client needs and industry challenges.
• Partner with clients to ensure entire FormFactor product line (probes and stations) are successfully being utilized.
• Ensure the timely and successful delivery of FormFactor products (probes and stations) and solutions according to customer needs and objectives.
• Accurately track all customer activities and sales through CRM. Provide reports as needed. Forecast and track key account metrics.
• Assist with high severity requests or issue escalations as needed. Partner with internal departments to resolve issues and ensure client satisfaction with product and services.
• Work with Marketing to set priorities for business engagement based on maximizing ROI by focusing on applications with largest potential TAM.
• Provide guidance and feedback to Marketing and Engineering regarding emerging technology requirements in customer base.
• Assess and prioritize potential development projects through evaluation, beta, and joint development engagements with key customers.

EDUCATION, EXPERIENCE AND SKILLS REQUIRED :

• Bachelor’s degree in Marketing, Business or Engineering. MBA strongly preferred.
• Minimum of 10 years experience in semiconductor industry sales or related profession.
• Minimum 5 years of direct sales experience managing global accounts in the electronics or semiconductor environment.
• Proven sales track record to major semiconductor customers.
• Demonstrated strong relationship building skills at influential levels.
• Must have an excellent grasp of business practices.
• Technical understanding of wafer probe / test applications technologies is required.
• Excellent communication, presentation, and negotiation skills are critical.
• Outstanding communication skills with the ability to successfully manage the demands of both external staff and internal support teams.
• Ability to travel up to 50% domestically and internationally.

The pay range for this role in Carlsbad, CA is between $248,500 and $326,130. The pay range may differ in other locations.

FormFactor maintains broad salary ranges for its roles in order to account for variations in education, training, skills, relevant work experience, business needs and market demands.

Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. Benefits offered for this role include medical, dental, vision, EAP, short-term and long-term disability, life insurance, flexible spending and savings accounts, 401(k), ESPP and paid time off.

FormFactor is committed to providing a work environment where everyone is treated with dignity and respect. We are an Equal Employment Opportunity (EEO) employer and are committed to compliance with all Federal, State, and local laws that prohibit employment discrimination on the basis of age, race, color, sex (including breastfeeding and related conditions), gender (including gender identity and gender expression), national origin, ancestry, sexual orientation, religion, physical or mental disability, marital status, registered domestic partner status, medical condition, military or veteran status, genetic characteristics or information, or any other legally protected characteristic.

These protections extend to all employment and management decisions including, but not limited to, recruiting, hiring, training, promotions, pay practices, benefits, disciplinary actions and terminations, and all other terms and conditions of employment.

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