Responsibilities
- Build and manage Account Plans for each assigned account and territory, keeping the extended team of stakeholders apprised and engaged.
- Position Lattice to win new business by developing, communicating and driving effective selling strategies that are based on valid, customer-specific value propositions.
- Proven skills in creating and executing a relationship mapping plan; ability to provide thought leadership and influence with key client relationships.
- Seek to expand and strengthen Lattice’s presence by establishing proactive relationships with influential stakeholders while delivering on sales objectives and Design Wins.
- Develop an extensive knowledge base of all select accounts and territories, including their business profile, key players, competition, application and technology footprint, buying processes, compelling events, political environment and strategies.
- Maintain an accurate and current pipeline of opportunities within CRM system.
- Provide sales management with accurate and timely sales forecasts to ensure proper visibility of new business and to optimize effective resource planning throughout the organization.
- Capability to work effectively in a highly matrixed organization.
- Respect and comply with all Lattice personnel, sales, proposal and contract policies; operate within travel and expense policies.
Requirements
- Undergraduate degree in related field; preference for Bachelor of Science and strong technical acumen.
- Comprehensive and active engineering and executive level relationships at targeted customers.
- Ability to effectively communicate customer requirements; ability to speak the language of technology externally and internally.
- Ability to obtain the understanding of what the customer’s needs are, create a solution proposal base on Lattice’s technology and successfully presenting the solution proposal.
- Demonstrated track record selling to all levels within target customer organizations.
- Previous success managing large accounts in a fast-paced, consultative and competitive market.
- Strong written, verbal and presentation communication skills.
- Ability to distill technical concepts and convey value in terms understood by clients.
Nice to Have
- Formal contract and negotiations training and/or experience.
- Strong domain (FPGA semi-conductor) sales experience.
- Formal sales process and methodology training.
- Design win experience within the semi-conductor industry.
Additional Information
- Proven track record to meet/exceed business goals and objectives
- Demonstrated experience coordinating successful outcomes with cross-functional teams, including contract management, product management, marketing and finance.
- Ability to advocate responsibly on behalf of customers; acumen required to bridge conversations between client requirements (and opportunities) and product development and management teams.
