Location : Grenoble, Auvergne-Rhône-Alpes, France
For more than 35 years, Silvaco, Inc. has remained a privately held global company with a leading position among providers of EDA software tools for process and device development, analog / mixed-
signal applications, power IC, and memory design. The company is headquartered in Santa Clara, California, with offices in North America, Europe, and Asia.
Silvaco is undergoing substantial growth and is experiencing the related challenges worldwide.
Position Description and Responsibilities
As a Strategic Account Manager at Silvaco, you will be responsible for generating new business for our full line of EDA, TCAD, and IP products in the Southern Europe region.
Duties include developing, identifying, qualifying and closing new business as well as identifying and engaging in new opportunities to strengthen our customer existing customer relationships.
This is a strategic role with enormous account growth potential.
Strategic Account Managers responsibilities include :
Serving as the primary sales contact for interaction with customers
Leveraging relationships and industry knowledge to create or assess opportunities for Silvaco and meeting sales objectives
Managing the entire sales life cycle of transactions to ensure visibility into and predictability of the lead-to-close process.
Building long-term business opportunities by forming strategic relationships with customers and partners in the industry
Working in a team environment and regularly interacting with senior or executive level management
Developing complex sales plans, which may involve competitive displacements or creative business agreements to meet or exceed goals
Meet or exceed an annual sales quota
Advocate within the company to ensure customer success
Accurately forecasting sales opportunities and keeping our CRM current
Protect company proprietary and confidential information.
Any other duties as assigned by the CEO
Manages the need of team members to maximize learning and productivity while minimizing turnover.
Manages forecasts, pipelines, and predictability for revenue achievement.
Within the first 30 days, you will :
Meet and shadow our existing Sales and Customer Success teams to gain an understanding of who our customers are, what problems we help solve, how we describe the value we create, and how we impact our customers.
Spend time with Marketing to understand the various ways in which we drive B2B, B2C and C2C engagement and brand awareness.
Begin to transition into your book of customer accounts, engaging with key stakeholders and understanding what success with Silvaco means for them.
Within the first 90 days, you will :
Own all aspects of the customers within your book. You’ll know your stakeholders, their needs and motivations, and you’ll have a clear understanding of how you can deliver results that ensure their long-
term success and growth.
Begin increasing our account penetration and driving opportunities, honing your ability to move these metrics across your customer base.
Establish a point of view and provide insights and recommendations to the Partner Success and Marketing leaders to allow us to further develop our playbook for delivering an exceptional client experience.
Be fluent in Silvaco value proposition and market fit and be able to speak knowledgeably to the impact we deliver for companies and their surrounding communities.
At the end of your first 6 months, you will have :
Mastered our Enterprise Value Proposition and become an expert in Silvaco.
Established trust-based relationships across your book of business, with tight alignment and interdependency between the customer’s needs and Silvaco’s capabilities and value.
Led by example in shaping the customer journey and our playbook for building exceptional relationships with our customers.
Created such self-evident value that you’ve compelled the Head of Customer Success to grow and scale the team further.
Demonstrates superior oral, written and strategic abilities.
Displays strong analytical abilities both quantitative and qualitative.
Excellent communication skills and the ability to interface with all levels of management.
Strong Organization and time management skills.
Relies on experience and judgment to plan and accomplish goals.
Performs a variety of complicated tasks - certain degree of creativity and latitude is required.
A key requirement of this role is being the master of all details.
Ability to multi-task and handle matters with little supervision and with excellent follow up.
A strong entrepreneurial and can-do mindset, undaunted by shifting priorities, uncertainty, and a figuring it out as we go environment.
Enough courage to say I don’t know .
BA / BS / MS in Electrical Engineering, Computer Science or related fields with 12+ years’ experience in technical selling
A good understanding of IC design & simulation methods and the semiconductor industry
Proven track record working with partners and exceptional ability to establish relationships at any level
Mastery of the sales process, strong communication skills, and the ability to interact with engineering and management staff to the C Suite.
Able to solve a wide-range of difficult problems in imaginative and creative ways, exercising judgment within broadly defined practices and policies
Strong sales aptitude and a passion for closing new business
Experience with Salesforce.com
Extensive experience in all aspects of leading a sales team
Excellent organizational, prioritization, time management skills and an unwavering commitment to integrity and professionalism.
Self-starter and strong closer with multitasking ability.
Excellent negotiation and closing skills.
50% travel and a willingness to work a flexible schedule required
Working knowledge of Microsoft PowerPoint and Excel (including operations such as v-lookup, functions, pivot tables, etc.)
Preferred fluent in French.
Silvaco, Inc. is proud to be an equal opportunity and affirmative action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other characteristic legally protected by the laws of the jurisdiction in which you are being considered for hire.
If you need assistance or an accommodation due to a disability, you may contact us at hr silvaco.com.