Senior Director, Regional Business Development Lead

Company Overview

KLA is a global leader in diversified electronics for the semiconductor manufacturing ecosystem. Virtually every electronic device in the world is produced using our technologies. No laptop, smartphone, wearable device, voice-controlled gadget, flexible screen, VR device or smart car would have made it into your hands without us. KLA invents systems and solutions for the manufacturing of wafers and reticles, integrated circuits, packaging, printed circuit boards and flat panel displays. The innovative ideas and devices that are advancing humanity all begin with inspiration, research and development. KLA focuses more than average on innovation and we invest 15% of sales back into R&D. Our expert teams of physicists, engineers, data scientists and problem-solvers work together with the world’s leading technology providers to accelerate the delivery of tomorrow’s electronic devices. Life here is exciting and our teams thrive on tackling really hard problems. There is never a dull moment with us.

Group/Division

The KLA Services team headquartered in Milpitas, CA is our service organization that consists of Service Sales and Marketing, Spares Supply Chain management, Field Operations, Engineering, Product Training, and Technical Support. The KLA Services organization partners with our field teams and customers in all business sectors to maintain the high performance and productivity of our products through a flexible portfolio of services. Our comprehensive services include: proactive management of tools to identify and improve performance; expertise in optics, image processing and motion control with worldwide service engineers, 24/7 technical support teams and knowledge management systems; and an extensive parts network to ensure worldwide availability of parts.

Job Description/Preferred Qualifications

Primary Responsibility

The Senior Director of Sales and Business Development for KLA Services ("KLAS") acts as the regional lead for sales and business development of products and services released by KLA Services.  The role is responsible for penetration, share and adoption of those products and services to drive growth of regional service revenue and gross margins. In addition, this role involves building, leading, and managing a high-performing team to drive strategic goals and operational excellence. The scope of the role includes renewing and forecasting the existing service business deals and evaluating, managing new business opportunities. The regional lead needs the ability to build strong relationships and alignment with key business unit stakeholders and with key regional division business development leads. This ensures that we have an aligned product plus services one voice message to the customer. The role is also responsible for overseeing market analysis, monitoring of competitive activity, and the on-going identification of customer requirements. The role requires providing leadership in the planning, due diligence, and implementation of strategic business objectives. The ability to define vision, strategies, and tactics for the region is essential. To support the objectives outlined above, the individual needs to select, develop and evaluate personnel while leveraging matrix management across the region to ensure the efficient operation of the sales and business development function.

Primary Tasks and Qualifications

• Revenue & Forecast: Responsible and accountable for regional forecasting of different revenue types for all accounts within the region and potentially for strategic accounts worldwide. Support the forecasting operating model and participation in the yearly 5-year forecast outlook created during the strategic planning period.

• Customer Engagement: Highly proficient at managing all customer engagements as well as proactively anticipating customer needs and requests. This includes preparing for customer meetings with regular checkpoints to drive alignment with the appropriate stakeholders. Has foresight to develop long term strategies in alignment with the KLA enterprise. Cultivates meaningful relationships at key accounts beyond normal interface relationships including Director and Executive levels. Engages with a sense of urgency to address customer experience escalations and can lead recovery of service delivery to agreed levels with “get well / stay well” plans

• Service Contract Renewal Closure: Lead contract renewal negotiations with little to no management support. Capable of negotiating deals at customer VP levels. Capable of performing detailed data analysis to identify key performance indicators, culminating in the development of a focused, actionable single sales objective.  Utilize Miller-Heiman or equivalent sales processes. Follow the KLA Services renewal deliverables, best known methods and adopt the renewal operating model to lead the deal reviews with the appropriate approvers

• Product and Services Alignment: Drive alignment with the business unit and regional division business development leads to optimize the tool, service price, and total cost of ownership and ensure KLAS is positioned appropriately with the customer to gain adoption. Ensure that regional team members also adopt the product and service alignment strategy. Host KLA “service pitches” with internal and external stakeholders to ensure the value of service contract is communicated. Support the operating model to prioritize the “service pitches” and the drive support from product marketing for the appropriate collateral

• Financial Metrics & BSC Initiatives: Accountable for financial KPIs (ASP, Market Share, Gross Margin and contract penetration) in the region. Report the KPIs in the BD monthly business review. Understand the KPI drivers (positive or negative). Develop plans to improve the KPIs in alignment with the business goals and consistent with annual BSC growth targets. As a result of strategic planning initiatives, this individual can take a concept or idea from strategic planning environmental issues and creating a strategic initiative around it. This includes developing a plan or record, aligned across multiple functions. The individual may be required to justify investment and ROI. The initiative may then need to be budgeted, and a scoring mechanism defined to track progress to plan including reporting of BSC progress and justifies scoring to HQ Exec team

• Strategic Planning: Independently drives strategic planning activity, phases 1/2/3. Develop HQ PPT material. Present strategic plan to executives beyond KLAS

• Accountability to KLA Enterprise & Operating Model: Ability to manage KLAS business through the adoption of the existing operating models like the contract renewal process. This individual must have the ability to define new operating models with their regional BD counterparts in other regions and then drive adoption of those operating models in the organization. 

• Business Acumen: Demonstrates strong business acumen; ability to assess short term and long-term impact, anticipating future challenges and avoiding unintended consequences.

• Cross Collaboration: Ability to motivate and drive action across teams, BUs, or Divisions. Should have influence and respect of divisional management throughout the KLA Enterprise.

Preferred Qualifications

• Masters degree with 15 years of experience in Semiconductor capital equipment systems or service sales. Knowledge of KLA inspection and metrology equipment or broader market OEM knowledge such as process tools used in the manufacturing of semiconductors.

• Experience managing large commercial engagements with a strong track record of closing. Ability to manage a team of individuals both domestic and internationally.

• Expert at building effective working relationships with key customers at VP levels and above.

• Adept at leveraging existing internal processes and the ability to develop / create new processes is a must in order to enable scale in the organization.

• Ability to speak a 2nd language, specifically Japanese, would be considered an additional bonus.

Minimum Qualifications

Master's Level Degree with a minimum of 13 years of relevant experience OR Bachelor Level Degree with a mimumum of 15 years of relevant experience.

Base Pay Range: $226,900.00 - $397,100.00 Annually

Primary Location: USA-CA-Milpitas-KLA

KLA’s total rewards package for employees may also include participation in performance incentive programs and eligibility for additional benefits including but not limited to: medical, dental, vision, life, and other voluntary benefits, 401(K) including company matching, employee stock purchase program (ESPP), student debt assistance, tuition reimbursement program, development and career growth opportunities and programs, financial planning benefits, wellness benefits including an employee assistance program (EAP), paid time off and paid company holidays, and family care and bonding leave.

Interns are eligible for some of the benefits listed. Our pay ranges are determined by role, level, and location. The range displayed reflects the pay for this position in the primary location identified in this posting. Actual pay depends on several factors, including state minimum pay wage rates, location, job-related skills, experience, and relevant education level or training. We are committed to complying with all applicable federal and state minimum wage requirements where applicable. If applicable, your recruiter can share more about the specific pay range for your preferred location during the hiring process.

               

KLA is proud to be an Equal Opportunity Employer. We will ensure that qualified individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us at talent.acquisition@kla.com or at +1-408-352-2808 to request accommodation.

Be aware of potentially fraudulent job postings or suspicious recruiting activity by persons that are currently posing as KLA employees.  KLA never asks for any financial compensation to be considered for an interview, to become an employee, or for equipment. Further, KLA does not work with any recruiters or third parties who charge such fees either directly or on behalf of KLA. Please ensure that you have searched KLA’s Careers website for legitimate job postings.  KLA follows a recruiting process that involves multiple interviews in person or on video conferencing with our hiring managers.  If you are concerned that a communication, an interview, an offer of employment, or that an employee is not legitimate, please send an email to talent.acquisition@kla.com to confirm the person you are communicating with is an employee. We take your privacy very seriously and confidentially handle your information.