Description:
Reporting to the AGS Business Development Segment Head, this person will direct the establishment of vision and strategies to achieve Applied Materials AGS financial strategy and goals for his/her segment (Logic, Memory, ICAPS, Packaging).
- Formulate, coordinate and has accountability for the segment 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 his/her segment
- Owns profitability/market share for his/her 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/her segment.
- Managed and Performance focus for his/her 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 (service Product Development Program) adoption for the segment
- 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) involved in his/her segment 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:
- 7-10+ 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.