Regional Sales Manager/Key Account Manager

Job Summary & Responsibilities

Onto Innovation stands alone in process control with our unique perspective across the semiconductor value chain. We enable our customers to solve their most difficult yield, device performance, quality, and reliability issues. Onto Innovation will optimize customers’ critical path of progress by making them smarter, faster and more efficient. Headquartered in Wilmington, Massachusetts, Onto Innovation supports its customers with a worldwide sales and service organization.

We combine the scale of a global leader with an expanded portfolio of leading-edge technologies that include: unpatterned wafer quality; 3D metrology spanning the chip from nanometer-scale transistors to micron-level die-interconnects; macro defect inspection of wafers and packages; metal interconnect composition; factory analytics; and lithography for advanced semiconductor packaging. The breadth of this portfolio allows us to collaborate with customers about their process yields and process variations from bare silicon wafers through the wafer fab to the final back-end packaging. Onto Innovation’s software brings understanding of how individual processes affect the overall product, enabling customers to improve product quality and reliability.

Job Description Summary

We are looking for an ambitious individual to take over key account management for a European customer with global presence. The key account manager will be reporting to the Senior Director of Sales Europe. Depending on future success with the assigned key account, additional accounts may be added to the responsibility. The account manager will represent Onto Innovation and its entire product portfolio supported by various technical experts from the local and international teams. The individual is well organized, highly energetic, a great communicator and appreciated team player, a tech-enthusiast and excited about innovation. He will align requirements and targets of various functional groups on both the customer’s and Onto Innovation’s side under the umbrella of a global account strategy that he/she created and implemented to accelerate future success and growth. He/She has both commercial and technical experience helping him to do this across all organizational levels of the organizations. The account manager has at least initial experience managing customer interactions related to technically complex capital equipment, preferably in semiconductor manufacturing or at a minimum in similar areas/industries such as electronics, optics, instrumentation/measurement technology, solar, etc.

Responsibilities include:

• Develop, own and drive additional adoption/penetration strategies for new applications or new products at assigned customer(s) inline with Onto Innovation’s global strategic objectives.
• Create and implement global account strategy for assigned customer(s).
• Guide local sales teams in other regions of the world as well as service/application teams to align with implemented overall global account strategy.
• Extend key account relationships through regular visits/meetings at all customer sites world-wide including internationally, mostly in Southeast Asia and US regions.
• Understand customer requirements and future roadmaps through regular interaction including technical review meetings, provide feedback and input to internal stakeholders such as sales management, marketing, product management, development, etc.
• Drive customer projects both internally and externally including commercial, technical and legal negotiations.
• Provide accurate information through the companies CRM system on sales pipeline and forecast and related activities.
• Own the quoting process with support/input from sales admin, technical account managers, product management, application, and service.

The position will be based in Onto’s new Dresden office. Other locations or remote work may be possible as long as good access to the target customer(s) locations mostly in the south and east of Germany + Austria and access to major airport for international travel is given.

Qualifications

Minimum requirements

• University degree in a technical field with commercial experience or degree in commercial field with technical experience.
• Highly driven, self-sufficient, well-organized with proven sales record and a winning attitude.
• Good interpersonal skills, great communicator, appreciated team player.
• Willingness to travel >50% time both within Europe and internationally.
• Strong presentation skills.
• 3-15 years experience selling capital equipment.
• Fluent German & English.
• Strong Microsoft 365 product knowledge.

Advantageous

• Experience selling metrology and/or inspection systems.
• Basic knowledge in the following fields: Optics, Yield Management, Defect Inspection, Metrology Technologies (e.g. Ellipsometry, Interferometry, etc.).
• An understanding of Frontend and/or Backend semiconductor manufacturing techniques.
• Knowledge of CRM and ERP systems such as SalesForce, SAP, Oracle.
• Experience managing global customers with presence on multiple continents.

Onto Innovation Inc. offers competitive salaries and a generous benefits package, including health/dental/vision/life/disability, PTO, 401K plan with employer match, and an Employee Stock Ownership Program (ESOP) along with health & wellness initiatives. We provide a collaborative working environment along with resources, and state-of-the-art tools & equipment to promote success; and a welcoming, inclusive corporate culture where individuals are recognized for their contributions.

Onto Innovation Inc. is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.

For positions requiring access to technical data, Onto Innovation Inc., Inc. may have to obtain export licensing approval from the U.S. Department of Commerce - Bureau of Industry and Security and/or the U.S. Department of State - Directorate of Defense Trade Controls. As such, applicants for this position – except US Citizens, US Permanent Residents, and protected individuals as defined by 8 U.S.C. 1324b(a)(3) – may have to go through an export licensing review process.