Strategic Account Manager

MACOM (NASDAQ: MTSI) is a global leader in the design and manufacture of advanced semiconductor products across a diverse range of end markets, including Data Centers, Telecommunications, Industrial and Aerospace and Defense. We develop innovative, cutting-edge technologies and products across the spectrum of radio frequency (RF), microwave, millimeter wave, photonics and high-speed analog technologies. Our solutions support critical network infrastructure applications like artificial intelligence, high performance computing, satellite communications, radar, unmanned aerial vehicles, medical equipment, test and measurement and advanced wireless networks.

MACOM has more than 75 years of expertise in semiconductor process development, wafer fabrication, circuit design, advanced packaging, systems architecture and applications engineering. We are committed to our customers’ success. We partner with customers to help solve their most challenging problems by providing semiconductor solutions that are at the forefront of the highest power, highest frequency and/or highest data rates.

Leading technologies, innovative products and driven employees. Come be a part of MACOM and help advance the next generation of connectivity infrastructure!

The Role
Reporting to: Vice President, EMEA Sales

Location: Israel

The Strategic Account Manager (SAM) will promote and develop business with responsibility for solidifying MACOM’s position as the preferred partner for our compelling portfolio of RF, Microwave, Optical & Connectivity capabilities at NVIDIA (Israel & other EMEA locations). This is a high-visibility role with significant contribution towards the organization’s running business & long-term Strategic Plan.
Success in this role will be demonstrated through evolving and executing an account development strategy leveraging MACOM’s existing engagement & experience-based proven practices. Leading & collaborating with numerous internal functional stakeholders, e.g. Business Units, Operations, Finance & Executive Leadership, will be critical. A similar engagement must be advanced within the customer’s ecosystem with the ultimate goal of being able to provide improved strategic insight into technology & product roadmaps/architectures as well as fostering higher-level engagement to ensure improved executive alignment.

Key duties and responsibilities

Responsible for sales of the entire MACOM portfolio of products targeting the HPC/Data Center space, the role will report directly to the VP EMEA, also Europe-based and be responsible for the following:

- Establishing productive, professional relationships w/customer at all levels; Senior, Mid- & Operational

Owning the Account Strategy process & managing the development of the account in line with the business plan (annual and quarterly targets)
As necessary, aligning & assigning both Demand Creation & Fulfillment targets for the account with other account team members/stakeholders
Developing business cases for new Opportunities, coordinating & leveraging functional and technical peers to secure and close
Submitting accurate & timely business forecasts, i.e. Pipeline & Bookings (monthly & ad hoc)
Partnering with Quality & Sales Operations to ensure customer satisfaction and problem resolution
Collecting, developing and analyzing sales reports and market feedback to identify key issues, trends, opportunities and market share growth/decline forecasts for internal uses

Qualifications and requirements

B.Sc. Electrical Engineering or equivalent technical discipline
10+ years of relevant experience in high-level, strategic selling, with clear evidence of achievement, credibility and acceptance at key international accounts (experience in high-performance, interconnect technology designed for extremely fast, low-latency data communication in HPC and data center environments, a distinct advantage)
A solid track record of excellent negotiating, presentation and written skills (English & Hebrew fluency)
A series of significant accomplishments based upon a demonstrated understanding of a major customer’s business, strategy & identified insertion points
Ability to gain trust and respect from customers’ managerial and sales teams
Solid insight to market players & the HPC ecosystem on a Global basis
Intuitive ability to prioritize efforts and quickly identify and resolve challenges
Sound financial acumen and technical aptitude
Self-motivated team player with ability to balance personal goals with those of the organization
Ability to travel as required (may include international travel)