AGS Business Development - ICAPS/Packaging Segment Head

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Role Responsibilities:

Reporting to the VP of AGS Business Development, this person will direct the establishment of vision and strategies to achieve Applied Materials AGS Packaging/ICAPS s****egments financial strategy and goals.

• Formulate, coordinate and has accountability for the Packaging and ICAPS segments strategy to achieve specific service market share and margin closely defined and aligned with every AGS Business Development region/account heads and Headquarters key stakeholders (SBU, FV, Marketing and SPG Business Management).

• Support region/account-based Business development teams to achieve their SNLC when it relates to ICAPS/Packaging segments

• Owns profitability/market share for his segment. Give guidance to the Regional/Account Business Development teams to support their deal structure. Ensure pricing in line for next best cousin opportunity for his segment.

• Managed and Performance service focus for his segment:

  • Understands segment related customer roadmaps and HVPs and drive Managed and Performance Service positioning in the region. Align Managed/Performance service priorities and support positioning with different key stakeholders.
  • Accountable for Managed and Performance service growth including sPDP adoption for the ICAPS/packaging segments
    • Responsible during sPDP Phase Gates of ensuring accurate sPDP SAM/SOM in line with segment related customers installed base, technology roadmaps and HVPs
    • Positions sPDP in line with customer/competitive landscape - drive needed campaign into the Field aligned with SBU/Marketing and FV teams. Have commercial authority for sPDP successful positioning.
  • Key contributors to red teams competitive analysis

• Primary interface with SPG BU Business Management (BM) for ICAPS/Packaging to address WFE competitive challenges where AGS have influence (CoO/CpW commitment, required service positioning at POES, competitive pricing, etc...). Work jointly with SPG BU BM organization to position service at time of equipment sales for FiF/NPI products. In particular:

  • Manage pricing escalation closely with Pricing team
  • Address specific commercial requirements related to AGS commercial proposal to support WFE competitive positioning
  • Drive proposal to support CpW/CoO commit aligned with SPG/SBU/Finance and Sales (GFG/AGS)
  • Align FiF/NPI penetration plan with BU BM and drive positioning jointly with AGS Regional BD

• Responsible for customer experience and relationship-building during SCLA customer visits - Prepare and set tone for SCLA customer meetings aligning different parties for successful customer experience.

Qualifications:

• 10+ years of experience, including 5+ years in senior leadership role(s), managing portfolio of products, services, and processes.

• Familiar with segment ecosystem including key customers decision making process, business and roadmap.

• Ability to build trust as go to partner - regarded as key person within the region/organization to take critical decisions and provide inputs to grow the region business activities.

• Be able to take well thought, data driven and not always popular decisions under high pressure environment in order to drive the overall region objectives.

• Analyzing, processing and decision-making based on multidisciplinary and multi-functional data sources that could frequently be incomplete.

• Understand end-to-end complex Fab operation, different levels of complexity

• Demonstrates a comprehensive knowledge of the industry in order to contribute to the commercial objectives of the business. This includes enabling the business unit to differentiate itself from the competition

• Process oriented while also strongly developing and relying on interpersonal relationships across the company

• Demonstrated capability to plan at a horizon up to 5 years and beyond.

• Ability to connect equally well upwards, downwards and sideways in the organization

• Very strong ability to translate multi-dimensional market requirements into engineering specifications. This would also include negotiating with the various stakeholders.

Additional Information

Time Type:
Full time

Employee Type:
Assignee / Regular

Travel:
Yes, 50% of the Time

Relocation Eligible:
Yes

The salary offered to a selected candidate will be based on multiple factors including location, hire grade, job-related knowledge, skills, experience, and with consideration of internal equity of our current team members. In addition to a comprehensive benefits package, candidates may be eligible for other forms of compensation such as participation in a bonus and a stock award program, as applicable.

For all sales roles, the posted salary range is the Target Total Cash (TTC) range for the role, which is the sum of base salary and target bonus amount at 100% goal achievement.

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