Account Manager

Introduction

ASML US, including its affiliates and subsidiaries, brings together the most creative minds in science and technology to develop lithography machines that are key to producing faster, cheaper, more energy-efficient microchips. We design, develop, integrate, market and service these advanced machines, which enable our customers - the world’s leading chipmakers - to reduce the size and increase the functionality of their microchips, which in turn leads to smaller, more powerful consumer electronics. Our headquarters are in Veldhoven, Netherlands, and we have 18 office locations around the United States including main offices in Chandler, Ariz., San Jose and San Diego, Calif., Wilton, Conn., and Hillsboro, Ore.

Job mission

The mission of Account Manager is to be a bridge between customer and ASML, align the interests of both sides in terms of technology / product roadmap, support and quality, and commercial agreements. Your effectiveness will impact market share and revenue growth.

Job description

• Own the success of ASML business at several IC makers, based in US and Europe .

• Analyze customer roadmaps/requirements and align ASML solutions to meet customer needs, with the support of Product Teams and Field Applications

• Business development:

  • Responsible for competitively positioning products towards customer applications, leveraging technical background, product and customer application knowledge.

  • Develop specific business win strategies, from new product/ application introduction to demonstrations/ evaluations.  Drive for commercial closure of evaluations.

• Commercial proposals and negotiations:

  • Develop specific commercial strategies, including deal content, pricing, terms, and negotiation steps. 

  • Secure internal approvals in ASML and alignment with ASML account team.

  • Negotiate w/ customer to close the business. 

• Customer relationship development:

  • Responsible for understanding customer’s priorities, interests and concerns.  Responsible for understanding customer’s organization.

  • Develop trusted personal relationships with key persons.  Create customer relationship mapping, and provide channels for additional relationship development.

• Customer advocacy:

  • Create effective channel and amplification for Voice of the Customer

  • Ensure customer priorities and concerns are understood internally and addressed, including technology, quality, support, etc.

• Business planning:

  • Generate business forecast through analyzing and mapping ASML product roadmap to customer needs and competitive position. Synchronize with ASML and HMI product roadmaps and opportunities as applicable.

  • Execute forecasted business; maintain or exceed committed commercial goals.

  • Provide input on headcount/ competency of the support team as applicable. 

• Other duties as assigned

• Job description subject to change at any time

Education and experience

• Master’s degree or Bachelor’s degree in Engineering or Science

• 5+ years of semiconductor industry experience in resolution enhancement technique (RET)/ optical proximity correction (OPC) or lithography is a must

• Extensive customer facing experience is a must. Business experience is a plus

Skills and competencies

• Strong team work skills

• Strong English communication skills – both written and oral

• Strong indirect influence/ leadership skills

• Strong results orientation

• Comfortable to decide and act in an environment of changes and uncertainty

• Ability to forge agreements amongst parties with differences of perspectives and priorities

• Demonstrated ability for project management and to deliver per plan

• Demonstrated ability to work independently

• Demonstrated creativity in solution development

• Ability to think strate