Strategic Account Sales Lead - Semiconductor Software & AI Services

Job Description

Department: Sales and Business Development

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Role Type: Full-time, Individual Contributor

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Territory: North America

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Travel: Ability and willingness to travel up to 50%, including travel to customer sites and occasional international travel.

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Job Summary

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Sapphire Stream Technology (SST) is seeking a Strategic Account Sales Lead to drive growth across strategic semiconductor, AI platform and technology-product accounts in North America.

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This is a senior individual-contributor role with no direct reports. The successful candidate will expand business with an existing global semiconductor customer while developing new opportunities with semiconductor, AI platform and technology-product companies.

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SST’s delivery models include onsite engineering services and offshore development centres (ODCs). Both models are integral to the company’s account-growth strategy.

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The Strategic Account Sales Lead will establish executive and working-level customer relationships; understand customer organizations, product roadmaps, engineering requirements and purchasing processes; and translate these insights into practical engineering-services opportunities. Relevant service areas include semiconductor software, embedded and platform software, AI/ML engineering, product validation, performance optimization and related product-engineering services.

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Key Responsibilities

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• Achieve assigned revenue, sales and account-growth targets and report performance to senior management.
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• Develop and maintain strategic account plans covering customer organizations, key stakeholders, product roadmaps, buying centres, opportunities, competitors, risks and action plans.
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• Expand SST’s existing strategic semiconductor account by growing onsite engineering and ODC services, developing new buying centres and strengthening customer relationships.
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• Identify, qualify and develop new opportunities involving semiconductor software, embedded and platform software, AI/ML engineering, product validation, performance optimization and related product-engineering services.
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• Develop new accounts across the semiconductor, AI platform and technology-product sectors.
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• Establish and maintain relationships with customer stakeholders across engineering, product management, sourcing, procurement and vendor-management functions.
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• Lead opportunity qualification, proposal development, pricing, commercial negotiations and deal closure in coordination with SST’s delivery, technical and management teams.
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• Maintain accurate opportunity-pipeline and revenue-forecast information, including deal value, probability, timelines, risks and next actions.
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• Analyze customer businesses, product strategies, technical priorities and competitive environments to develop relevant and differentiated proposals.
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• Coordinate with delivery and technical teams to validate scope, staffing, pricing, delivery models and timelines before making customer commitments.
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• Support the development of statements of work, commercial proposals, master service agreements and related customer documentation.
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• Maintain appropriate records of customer communications, opportunities, proposals and approvals in SST’s designated systems.
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• Protect SST and customer confidential information throughout the sales and contracting process.
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• Follow applicable company requirements relating to pricing approvals, contracting, information security, anti-bribery, competition, export controls and customer procurement.
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• Represent SST professionally at customer meetings, industry events and other business-development activities.
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Required Qualifications

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• At least five years of strategic account sales or business-development experience in product-engineering services, engineering R&D, outsourced software engineering, technical staffing or related professional services.
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• Demonstrated record of meeting or exceeding sales, revenue or account-growth targets.
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• Relevant sales experience in one or more of the following areas:
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Semiconductor software

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Embedded or platform software

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AI/ML engineering

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Product validation

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Performance engineering

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Related product-engineering services

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• Demonstrated success identifying new opportunities, expanding strategic accounts, negotiating contracts and closing deals.
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• Ability to understand customer product roadmaps and technical requirements and translate them into practical engineering-service proposals.
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• Strong account-planning, business-development, communication, presentation, negotiation, analytical and problem-solving capabilities.
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• Professional English communication skills sufficient to negotiate contracts, deliver presentations, prepare proposals and communicate with executive and technical stakeholders.
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• Ability to work independently and collaborate effectively across organizations, cultures and time zones.
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• Ability and willingness to travel approximately [insert percentage], including travel to customer sites and occasional international travel.
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• Bachelor’s degree in business, engineering, computer science or a related field, or an equivalent combination of relevant education and experience.
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• Authorization to work in [Canada/the United States/applicable jurisdiction] without violating applicable immigration or employment requirements.
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Preferred Qualifications

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• Experience developing or expanding global delivery models that combine client-facing teams with offshore or ODC engineering delivery.
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• Experience working with global engineering or IT services organizations and coordinating with India-based or other international offshore delivery teams.
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• Established professional relationships within major semiconductor, AI platform or technology-product organizations.
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• Working knowledge of AI computing platforms, embedded systems, developer tools, semiconductor ecosystems or related engineering technologies.
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• Experience working with customer engineering, sourcing, procurement and vendor-management organizations.
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• Experience selling services involving both onsite engineering resources and offshore delivery teams.
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Performance Expectations

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Performance will be assessed using factors such as:

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• Achievement of assigned revenue and growth targets
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• Strategic-account expansion
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• Development of qualified opportunities and new accounts
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• Pipeline accuracy and forecast reliability
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• Quality and timeliness of account plans
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• Successful contract negotiation and deal closure
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• Customer-relationship development
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• Collaboration with technical and delivery teams
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• Compliance with SST’s commercial approval, contracting and information-security requirements
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Equal Employment Opportunity and Accommodation

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SST is committed to providing equal employment opportunities and maintaining an inclusive recruitment process. Employment decisions are based on job-related qualifications and legitimate business requirements without discrimination prohibited by applicable law.

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Reasonable accommodations are available during the recruitment and selection process upon request. Applicants requiring accommodation may contact the HR team.