Onto Innovation is a leader in process control, combining global scale with an expanded portfolio of leading-edge technologies that include: 3D metrology spanning the chip from nanometer-scale transistors to micron-level die-interconnects; macro defect inspection of wafers and packages; metal interconnect composition; factory analytics; and lithography for advanced semiconductor packaging. Our breadth of offerings across the entire semiconductor value chain helps our customers solve their most difficult yield, device performance, quality, and reliability issues. Onto Innovation strives to optimize customers’ critical path of progress by making them smarter, faster and more efficient.
Job Summary & Responsibilities
We are looking for a Regional Sr. Sales Account Manager to strengthen our SouthEast Asia team to enhance account management and relationships for key accounts in Malaysia, Vietnam, Singapore and potentially others. The Regional Sr. Sales Account Manager will be reporting to the Panel Solution Group.
Responsibilities include:
- Focus on the accounts on Stepper (Panel/Wafer) & Inspection (Panel) products in the SouthEast Asia
- Own regional forecast and develop pipeline in assigned territory. Territory will be defined together with the Panel Solution Group
- Build relationships on the account at all levels, develop champions and engage high level management.
- Negotiate and structure Volume Purchase agreement with customers
- Deliver value of Stepper (Panel/Wafer) & Inspection (Panel) products, work with marketing on generating scorecard – gaining market share in the different market segments, such as Advanced Substrate, Advanced Packaging
- Achieve or exceed revenue targets in assigned territory for Onto Innovation’s Stepper (Panel/Wafer) & Inspection (Panel) products
- Escalate issues and communicate with Business Unit on issues, making sure issues are resolved. Maintain account relationships through regular visits/meetings and develop business through penetration into new accounts or new process areas/steps or departments in existing accounts
- Understand customer requirements, provide feedback and input to internal stakeholders such as sales management, marketing, product management, development, etc.
- Drive customer projects both internally and externally including commercial, technical and legal negotiations
- Regular visits to the US – sales meetings / training, customer demonstrations, etc.
- Provide accurate information through the companies system on pipeline and forecast
- Work with relevant internal stakeholders to develop account strategy plans for larger accounts, drive and own execution of these plans as well as alignment with-in the global team for global accounts. This also includes the positioning of Onto Innovation’s Litho portfolio, and possibly other BU solutions.
- Own the quoting process with support/input from technical account managers, product management, application and service.
Qualifications
- Minimum of Bachelor of Science Degree in a technical or marketing discipline
- 10 to 15 years Sales experience in metrology and inspection equipment in related industry.
- Proven sales experience, consistently meeting or exceeding targets.
- Proven ability to drive the sales process from plan to close.
- Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization.
- Strong business sense and industry expertise.
- Proven ability to articulate the distinct aspects of products and services and position them against competitors.
- Demonstrable experience in developing client-focused, differentiated and achievable solutions.
- Excellent listening, negotiation and presentation skills.
- Fluent in English.
Location: Base in Singapore supporting regional
Onto Innovation Inc. offers competitive salaries and a generous benefits package, including health/dental/vision/life/disability, PTO, 401K plan with employer match, and an Employee Stock Purchase Program (ESPP) along with health & wellness initiatives. We provide a collaborative working environment along with resources, and state-of-the-art tools & equipment to promote success; and a welcoming, inclusive corporate culture where individuals are recognized for their contributions.
Onto Innovation Inc. is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.
For positions requiring access to technical data, Onto Innovation Inc., Inc. may have to obtain export licensing approval from the U.S. Department of Commerce - Bureau of Industry and Security and/or the U.S. Department of State - Directorate of Defense Trade Controls. As such, applicants for this position – except US Citizens, US Permanent Residents, and protected individuals as defined by 8 U.S.C. 1324b(a)(3) – may have to go through an export licensing review process.
