Strategic Client Partner – Semiconductor VBU

Strategic Client Partner – Semiconductor VBU Overview

Strategic Client Partner – Semiconductor VBU focuses on revenue and profit growth and establishing Quest Global as a key strategic partner for major accounts in the semiconductor space.

• Revenue and Profit Growth. Lead overall effort to grow VBU revenue and profit to emerge as a key strategic partner for all major accounts.
• Relationships. Leverage existing customer relationships with 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, differentiation, SWOT, Quest Global relationship summary and capability gaps. Make key business decisions on which services/solutions to pursue and invest in.
• Unsolicited Campaigns. Identify and lead unsolicited, strategic campaigns to grow the account. Leverage Quest Global 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 of key customer and other accounts as per the strategic account plan.
• Customer Communications. Hold quarterly customer reviews, lead/author Account Branding Newsletters and other communications per Quest Global process.
• Cross Sell and Up Sell. Leverage Quest Global best practices from other accounts to develop and operationalize plans to introduce new services to key account and other accounts.
• Annual Budgets and Forecasts. Lead efforts to create annual revenue and expense forecasts as well as monthly rolling revenue forecasts.
• Lead ‘Virtual Business Unit’ (VBU). Lead sales-delivery matrixed team for the customer. Coordinate efforts, hold weekly meetings and lead monthly report out to Quest Global 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, and competitor assessment.

• Deep understanding of Semiconductor industry, with knowledge of end-to-end process for Silicon Engineering services, including T&M, ODC and Turnkey business models, as well as the Embedded Software engineering services adjacent to Silicon Engineering.
• Strong relationships with senior and mid-level technical managers at Semicon OEM who are the key influencers in silicon engineering.
• Strong experience in product management and business development in the semiconductor space and global experience in managing customers.
• Engineering knowledge and complete product life-cycle knowledge of Semiconductor organization, including engineering processes for design (software & hardware – ASIC design flow), Architecture, RTL/FPGA prototyping, Physical Design, DFT, Verification & Validation, EDA tools licensing, and fabrication know-how.
• Understanding of cost, delivery, schedule, or support challenges; internal funding processes including timing, influencers and approvals; outsourcing processes, funding and leadership; and existing major outsourcing suppliers including SWOT.
• Understanding of relevant technologies (especially EDA tools and licensing, system design and embedded services) and competitor’s services.
• Sound track record of P&L ownership and proven ability to grow businesses profitably.
• Strong commercial skills including selling process, negotiating, pricing, costing, discount structures, terms and conditions, sales strategy…