As a Technical Account Executive focused on a set of Strategic Accounts covering Cadence all technology platforms, you will utilize your deep technical knowledge, understanding of customer issues and broad Industry knowledge to maximize the value of Cadence solutions and flows. You will develop the strategy, identify areas where Cadence can bring value to our customers and be accountable for execution working with the wider Cadence team across the globe to grow Cadence market share in the Accounts. You will need to rely on your strong relationship building and superior communication skills to connect with business and technology customer stakeholders, identify critical challenges and gain buy-in to drive new business growth. You will interact with Cadence management as well as customer management to enable the above.
Job description:
Managing and growing Cadence products adoption, forecasting, quoting, negotiating and help closing business targets.
Define platform strategy and create technical compelling events, including promotion of new Cadence products, solutions and technology.
Identify and qualify customer challenges and build tool / IP configurations
Perform initial qualification of opportunities, involving AEs/R&D as needed for supporting technical matters. Once the opportunities are qualified then define, manage and coordinate the technical sales engagement.
Drive and manage presale campaigns: Setting Success criteria for pre-sale campaign, closely work with the customer (engineers, group leaders, management), with CDNS R&D, and with our Application Engineers teams to build and execute the working plan and target for such campaign.
Provide crisp sales priorities to the Cadence engineering teams.
Maintain and develop customer relationships with key stakeholders, influencers and decision makers
Help connect our solutions with the customer's problems/business challenges and insure roadmap alignment for long term success.
Grow knowledge of the competitors and their technologies
Collaborate with corporate marketing to plan customer events
Represent Cadence at industry forums
Key Qualifications
Must have a deep technical knowledge and understanding of EDA tools and Systems solutions as well as the semiconductor design & manufacturing eco-system.
Good understanding of project life cycle, how silicon design teams work, understands the entire R&D picture from spec to production
Ability to foster and grow customer relationships throughout all levels of the customer organization
Must have ability to present to and influence upper-level management in technology and business and help drive multi-million-dollar, complex sales campaigns.
A proven track-record demonstrating ability to identify and understand customer’s technical and business challenges and effectively translate customer needs to viable solutions
Ability to drive cross-functional teams to manage projects internally and manage campaigns externally with customers.
Understand the practical challenges of different types of customers and understand different vertical markets and their needs.
Knowledge of the complete sales process, strong communication skills, and the ability to interact with engineering, Sales and finance staff at all levels.
Result driven with a proven track record of successfully managing conflicting priorities and meeting goals.
Working knowledge of Strategic Selling techniques
Track record of overachieving multimillion dollar sales quotas.
Experience
10+ years of professional experience in the EDA/semiconductor industry.
7+ years of experience in pre-sales roles
Education
BTech/BE/MS in Electronics/Electrical/VLSI/Computer Engineering
MBA is a plus
Location
Bangalore