Engineering Consultant/Solutions Architect V (B5) - Applied Materials (California)
Applied Materials’ FabVantage Consulting Group was established specifically to help Semiconductor Manufacturing customers resolve their most difficult challenges. Part of the company’s Applied Global Services (AGS) business, FabVantage consulting combines the skill and knowledge of seasoned fab experts with state-of-the art modeling and analysis tools, and with Applied’s deep systems and technology roots to resolve a Fab’s yield, productivity, process control and cost issues.
Description
FabVantage Engineering Consultant/Solution Architect for North America is responsible for developing the strategic customer engagement plan with Sales and Field Service Managers (FSO) to penetrate new service opportunities or upsell/retain existing service contracts. The position requires Semiconductor Manufacturing business knowledge as well as general process knowledge (Etch, CVD, ALD, PVD, CMP, Implant, RTP, Epi, etc.) in order to jointly work with FabVantage consultant technical team. This is a key role with the responsibility to align the FabVantage project priority with Sales, Business Development (BD), Service Business (SBU) and FSO.
Key Responsibilities
+ Establish FabVantage project priority by aligning with Sales, BD, SBU and FSO.
+ Determine FabVantage technical value and business revenue pull through bridge.
+ Co-work with North America Sales/ Field Service Managers to penetrate, retain or upgrade service agreement
+ Work with Sales to develop a strategy to position Equipment (WFE) business as well as Service Agreement business.
+ Team with FabVantage consulting/ MPE team to guide business decisions during project execution. Assist with customer presentations to provide a clear message to the customer.
+ Align North America FV activities and strategies with global US HQ counterparts, to communicate overall strategy and justification of FV consulting project needs.
+ Delivers revenue booking and tool count targets and actuals quarterly and annually. Forecasts projects and resources required.
+ Engages customers and builds long-term, trusting relationships in order to be able to influence customer’s business decisions.
+ Able to successfully engage with customer’s Fab Directors and above and have influence on them.
+ Ability to identify customer needs and develop/ implement FabVantage strategies to address.
+ Communicates and presents the customer’s needs to headquarters. Represents Applied Materials’ interests in customer meetings. Conducts follow-up meetings as needed to assist in starting or closing an engagement.
+ Acts as a FabVantage team member to engage with counterparts from other functional areas as needed to support the FV projects.
+ Supports team’s and individual’s development plans to optimize FabVantage capabilities.
+ Interprets and anticipates internal and external business challenges and recommends best practices on process, product or service improvements.
+ Solves complex/unique problems that have a broad impact on the business; takes a broad perspective to identify innovative solutions.
Functional Knowledge
+ Self-motivate starter to keep running each business, project, and decision cadence
+ Strong English and logical communication.
+ Accountability on any decision process, as well as communication Semiconductor process and equipment knowledge.
+ Process, integration, or yield engineering background strongly preferred.
+ Some level of business experience such as Business Marketing, Business Development, or Segment Product Line Manager
+ Situational analysis on business deals: Works with customers to thoroughly understand potential business impacts for a particular business circumstance.
+ Business acumen: understand and utilize global economic, financial, and industry data to accurately diagnose business strengths and weaknesses, identify key issues, and develop strategic plans.
+ Strategic engagement planning: develop engagement plans that are future-oriented, support business strategy and reflect understanding of emerging and existing opportunities and markets.
+ Effective presentation: present information to groups with the appropriate degree of formality.
+ Influencing others: persuade, convince or gain support and commitment from others for ideas, proposals, projects, directions and solutions; impact decisions within and outside Applied.
+ Coaching: provide timely guidance and feedback to help others strengthen specific knowledge/skill areas needed to accomplish a task or solve a problem.
+ Building relationship: use appropriate interpersonal skills to develop, maintain and strengthen effective relationships with customers and internal partners to help achieve business goals.
Business Expertise
+ Experience in Service Sales or Consulting firm (In-tangible service product)
+ Business Management skill High level technical understanding on Etch, CVD, PVD, RTP, or Implant.
Leadership
+ Take a lead to work with North America Sales/ FSO/ BD to position Service business pull through and justify the needs to FabVantage team as well as SSC counterpart
+ Develop new service opportunity in technical area to expand existing SA: Service Agreement
+ Help customer communication in discovery phase and project periodic cadence to adjust project direction to meet with future business goal
+ Discover new customer engagements based on FSO/ Sales service business priority as well as GFG WFE business priority
Factors of Complexity (CFC)
+ Establishes trusting relationships that improve the ability to execute plans and decisions that impact immediate customer needs.
+ Responds to immediate and short term customer needs and continuous improvement in a timely fashion with effective diagnostics and situational problem solving.
+ Responds to changes in customer needs and makes continuous improvements for FabVantage delivery excellence.
+ Set people, materials, time priorities and key process steps to effectively meet monthly and quarterly goals.
+ Makes decisions on when to escalate issues that can’t be solved with existing procedures and allocated resources.
+ Collaborates on identified team goals. Escalates conflicts to manager. Manages very limited risks and works under clear procedures and guidelines.
+ Communicates clarity in role accountability and makes collaboration decisions that engages team members in their role. Works effectively in an inclusive manner in diverse teams.
+ People-oriented; willingness to interact with customers and people
Education/ Experience
+ BS/MS in Engineering, Technology, Industrial Engineering or MBA is a plus
+ 5+ Years Experience in Sales or Business role in Service (or In-tangible products).
+ 10+ years in Semiconductor Process, Equipment, Integration, or yield Engineering
\#LI
Qualifications
Education:
Bachelor's Degree
Skills
Certifications:
Languages:
Years of Experience:
10 - 15 Years
Work Experience:
Additional Information
Travel:
Yes, 25% of the Time
Relocation Eligible:
No
Applied Materials is committed to diversity in its workforce including Equal Employment Opportunity for Minorities, Females, Protected Veterans and Individuals with Disabilities.
Applied Materials is the leader in materials engineering solutions used to produce virtually every new chip and advanced display in the world. Our expertise in modifying materials at atomic levels and on an industrial scale enables customers to transform possibilities into reality. At Applied Materials, our innovations make possible the technology shaping the future.
* This article was originally published here
