Senior Director, Regional Business Development Lead

Company Overview

KLA is a global leader in diversified electronics for the semiconductor manufacturing ecosystem. Virtually every electronic device in the world is produced using our technologies. No laptop, smartphone, wearable device, voice-controlled gadget, flexible screen, VR device or smart car would have made it into your hands without us. KLA invents systems and solutions for the manufacturing of wafers and reticles, integrated circuits, packaging, printed circuit boards and flat panel displays. The innovative ideas and devices that are advancing humanity all begin with inspiration, research and development. KLA focuses more than average on innovation and we invest 15% of sales back into R&D. Our expert teams of physicists, engineers, data scientists and problem-solvers work together with the world’s leading technology providers to accelerate the delivery of tomorrow’s electronic devices. Life here is exciting and our teams thrive on tackling really hard problems. There is never a dull moment with us.

Group/Division

The KLA Services team headquartered in Milpitas, CA is our service organization that consists of Service Sales and Marketing, Spares Supply Chain management, Field Operations, Engineering, Product Training, and Technical Support. The KLA Services organization partners with our field teams and customers in all business sectors to maintain the high performance and productivity of our products through a flexible portfolio of services. Our comprehensive services include: proactive management of tools to identify and improve performance; expertise in optics, image processing and motion control with worldwide service engineers, 24/7 technical support teams and knowledge management systems; and an extensive parts network to ensure worldwide availability of parts.

Job Description/Preferred Qualifications

Primary Responsibility

The Senior Director of Sales and Business Development for KLA Services ("KLAS") acts as the regional lead for sales and business development of products and services released by KLA Services.  The role is responsible for penetration, share and adoption of those products and services to drive growth of regional service revenue and gross margins. In addition, this role involves building, leading, and managing a high-performing team to drive strategic goals and operational excellence. The scope of the role includes renewing and forecasting the existing service business deals and evaluating, managing new business opportunities. The regional lead needs the ability to build strong relationships and alignment with key business unit stakeholders and with key regional division business development leads. This ensures that we have an aligned product plus services one voice message to the customer. The role is also responsible for overseeing market analysis, monitoring of competitive activity, and the on-going identification of customer requirements. The role requires providing leadership in the planning, due diligence, and implementation of strategic business objectives. The ability to define vision, strategies, and tactics for the region is essential. To support the objectives outlined above, the individual needs to select, develop and evaluate personnel while leveraging matrix management across the region to ensure the efficient operation of the sales and business development function.

Primary Tasks and Qualifications

• Revenue & Forecast: 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 developme