KLA Senior Director Regional Business Development Lead 

United States, California, Milpitas 

485941738

Primary Tasks and Qualifications

• Revenue & Forecas t: Responsible and accountable for regional forecasting of different revenue types for all accounts within the region and potentially for strategic accounts worldwide. Support the forecasting operating model and participation in the yearly 5-year forecast outlook created during the strategic planning period.

• Customer Engagement: Highly proficient at managing all customer engagements as well as proactively anticipating customer needs and requests. This includes preparing for customer meetings with regular checkpoints to drive alignment with the appropriate stakeholders. Has foresight to develop long term strategies in alignment with the KLA enterprise. Cultivates meaningful relationships at key accounts beyond normal interface relationships including Director and Executive levels. Engages with a sense of urgency to address customer experience escalations and can lead recovery of service delivery to agreed levels with “get well / stay well” plans

• Service Contract Renewal Closure: Lead contract renewal negotiations with little to no management support. Capable of negotiating deals at customer VP levels. Capable of performing detailed data analysis to identify key performance indicators, culminating in the development of a focused, actionable single sales objective. Utilize Miller-Heiman or equivalent sales processes. Follow the KLA Services renewal deliverables, best known methods and adopt the renewal operating model to lead the deal reviews with the appropriate approvers

• Product and Services Alignment : Drive alignment with the business unit and regional division business development leads to optimize the tool, service price, and total cost of ownership and ensure KLAS is positioned appropriately with the customer to gain adoption. Ensure that regional team members also adopt the product and service alignment strategy. Host KLA “service pitches” with internal and external stakeholders to ensure the value of service contract is communicated. Support the operating model to prioritize the “service pitches” and the drive support from product marketing for the appropriate collateral

• Financial Metrics & BSC Initiatives : Accountable for financial KPIs (ASP, Market Share, Gross Margin and contract penetration) in the region. Report the KPIs in the BD monthly business review. Understand the KPI drivers (positive or negative). Develop plans to improve the KPIs in alignment with the business goals and consistent with annual BSC growth targets. As a result of strategic planning initiatives, this individual can take a concept or idea from strategic planning environmental issues and creating a strategic initiative around it. This includes developing a plan or record, aligned across multiple functions. The individual may be required to justify investment and ROI. The initiative may then need to be budgeted, and a scoring mechanism defined to track progress to plan including reporting of BSC progress and justifies scoring to HQ Exec team

• Strategic Planning: Independently drives strategic planning activity, phases 1/2/3. Develop HQ PPT material. Present strategic plan to executives beyond KLAS

• Accountability to KLA Enterprise & Operating Model : Ability to manage KLAS business through the adoption of the existing operating models like the contract renewal process. This individual must have the ability to define new operating models with their regional BD counterparts in other regions and then drive adoption of those operating models in the organization.

• Business Acumen : Demonstrates strong business acumen; ability to assess short term and long-term impact, anticipating future challenges and avoiding unintended consequences.

• Cross Collaboration : Ability to motivate and drive action across teams, BUs, or Divisions. Should have influence and respect of divisional management throughout the KLA Enterprise.

Preferred Qualifications

• Masters degree with 15 years of experience in Semiconductor capital equipment systems or service sales. Knowledge of KLA inspection and metrology equipment or broader market OEM knowledge such as process tools used in the manufacturing of semiconductors.

• Experience managing large commercial engagements with a strong track record of closing. Ability to manage a team of individuals both domestic and internationally.

• Expert at building effective working relationships with key customers at VP levels and above.

• Adept at leveraging existing internal processes and the ability to develop / create new processes is a must in order to enable scale in the organization.

• Ability to speak a 2nd language, specifically Japanese, would be considered an additional bonus.

Minimum Qualifications

Master's Level Degree with a minimum of 13 years of relevant experience OR Bachelor Level Degree with a mimumum of 15 years of relevant experience.

or at +1-408-352-2808