Sales Leader - Semiconductor

Position Overview

Position Title: Client Partner – Semiconductor

Location: San Francisco, USA

The Client Partner will head the key customers in the Semiconductor vertical at Quest Global and bring a focused approach to addressing this portfolio’s customer needs and strategies. The initial focus will be on enhancing the partnership with key customers in the Semiconductor segment and then entering and scaling adjacent businesses. The Client Partner (CP) will work closely with the leadership team of Quest Global and is responsible for leading and growing the overall worldwide relationship with accounts, including Revenue and Profit responsibility for the global team supporting the must‑have accounts and managing a team of Engagement Managers.

• Revenue and Profit Growth
  . Lead overall effort to grow account revenue and profit to emerge as a key strategic partner.
• Relationships
  . Leverage existing customer relationships with account engineering influencers and decision makers at both executive and mid‑level manager levels. Develop and expand relationships with senior and mid‑level customers.
• Account Analysis, Plans and Implementation
  . Develop and implement in‑depth analysis and strategic account planning (StrAP) to identify key focus areas for growth including account headcount, competitive analysis, customer needs per engineering service area, SWOT, Quest relationship summary and Quest Global’s capability gaps. Make key business decisions on what services/solutions to pursue and invest.
• Unsolicited Campaigns
  . Identify and lead unsolicited, strategic campaigns to grow the account. Leverage Quest relationships, influence customer decision makers, monitor milestones, track action item progress and lead the campaign proposal effort.
• Solicited Proposals
  . Lead and manage all solicited proposal responses for all new business services or customers. Develop plans and proposals to realize the revenue target from the account, quarter on quarter.
• Expand to New Locations/Divisions
  . Develop and implement plans to enter new geographies or divisions as per the strategic account plan.
• Customer Communications
  . Hold quarterly customer reviews, lead/author Account Branding Newsletters and other communications per Quest process.
• Cross Sell and Up Sell
  . Leverage Quest best practices from other accounts to develop and operationalize plans to introduce new services to the account.
• Annual Budgets and Forecasts
  . Lead efforts to create annual revenue and expense forecasts as well as monthly rolling revenue forecasts.
• Lead ‘Virtual Account Unit’ (VAU). Lead sales‑delivery matrixed team for the account, coordinate efforts, hold weekly meetings and lead monthly reports out to Quest Sales & Delivery executives.
• Invest Sales Discretionary Funding
  . Identify, approve, and monitor internal investments for operations support to achieve target growth opportunities.
• Billing Rate Negotiations
  . Lead efforts to establish rates that leverage value pricing. Includes data gathering, analysis, proactive engagement of customer champions, pricing strategies, competitive positioning, competitor assessment, etc.

• Deep domain knowledge of the semiconductor vertical, with knowledge of products & lifecycle, engineering & manufacturing processes, major OEMs, major engineering services suppliers, external drivers and funding.
• Strong relationships with senior and mid‑level technical managers at account.
• Account engineering knowledge and complete product life‑cycle knowledge including engineering processes such as design, manufacturing, analysis, aftermarket, quality, fielded product support (both software & hardware). Challenges related to cost, delivery, schedule, or support internal funding processes including timing, influencers and approval outsourcing processes, funding, upcoming changes and leadership.
• Existing major outsourcing suppliers including SWOT and account assessment of respective suppliers.
• Strong commercial skills and experience including selling process, negotiating, pricing, costing, discount structures, terms and conditions, sales strategy development, execution and sales proposal development.
• Understanding of…