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Vice President of Sales / General Manager

Location: Shanghai, China

Overview

Silvaco is a leading EDA tools and semiconductor IP provider used for process and device development for advanced semiconductors, power IC, display and memory design. For over 35 years, Silvaco has enabled its customers to develop next generation semiconductor products in the shortest time with reduced cost. We are a technology company outpacing the EDA industry by delivering innovative smart silicon solutions to meet the world’s ever-growing demand for mobile intelligent computing. The company is headquartered in Santa Clara, California and has a global presence with offices located in North America, Europe, Japan, and Asia.

Silvaco is a privately held company, measuring itself to the highest ethical standards and world class performance.

Position Description and Responsibilities

GM of China Business Operations at Silvaco, you will be responsible for areas such as: sales growth, support, regional operations management, talent acquisition, day to day operations, and retention, business development, executive level representation of Silvaco in the China region. Duties include managing and developing sales staff to successful expand Silvaco footprint in China region. This includes identifying, qualifying, and closing new business as well as identifying and engaging in new opportunities to expand our customer relationships, partnerships, and markets. This is a strategic role, and the candidate shall provide sales and operational leadership through analytical reporting, analysis, and actionable recommendations to deliver to sales quotas while improving the business operations competency in the China Region.

Responsibilities include:

  • Perform monthly and quarterly regional analysis, including performance towards sales plan, order and deal size analysis, lead-to-sales performance, and channel performance, partner performance, among others.
  • Collaborate with marketing leadership, business unit, and general management, and sales teams to coordinate new sales initiatives in the region. (Go to Market plan)
  • Create a staffing, retention, and training strategy to recruit, hire, develop and manage a world-class sales organization.
  • Implement new processes and systems to build a world class business operation.
  • Lead our sales team in developing and deploying sales strategies.
  • Drives the execution of sales objectives, territory planning, pricing strategies, training development, and relationship management
  • Successful development and implementation of strategic account plans by identifying target set of strategic accounts and developing and executing the plan to increase sales
  • Own effective communication – scorecards, dashboards, highlights, events, updates, etc. that effectively drives your sales agenda.
  • Leveraging relationships and industry knowledge to create or assess opportunities for Silvaco and meeting sales objectives.
  • Managing the entire sales life cycle to ensure visibility into and predictability of the lead-to-close process.
  • Coach and develop staff to ensure performance of your sales team meets and exceeds company objectives
  • Manage to annual operating plan (AOP) in order to achieve company goals
  • Building long-term business opportunities by forming strategic relationships with customers and partners in the industry.
  • Working in a team environment, interacting with senior or executive level management.
  • Leads the continuous improvement of the customer experience through programs and initiatives to reduce errors and exceed customer quality expectations.
  • Developing complex sales plans, which may involve competitive displacements, SWOT analysis, or creative business agreements to meet or exceed assigned goals
  • Accurately forecasting sales opportunities and ensuring that your sales team is keeping our CRM current
  • Drive the use of our CRM system and other sales tools to ensure that each team member is effective and efficient in their role
  • A leader with excellent management skills, who excels at building and developing people and teams, as well as being an integral part of the team. An individual who can roll up their sleeves and relate to people at all levels of the organization and possesses excellent communication skills.
  • Educator who is trustworthy and willing to share information and serve as a mentor. An excellent negotiator with experience in closing 7 figure deals leveraging a variety of business contracts.
  • Collaborate with other regions for best practices and wins, etc.
  • Protect company proprietary and confidential information.
  • Manages and leads the needs of team members to maximize learning and productivity while minimizing turnover.
  • Drive contract negotiations and Purchase Orders throughout the region.
  • Implement new processes and systems to build a world class business operation.
  • Full accountability to sales quotas and strategic objectives.
    Any other duties as assigned by the SVP WW Sales

The personality

This leader should be a charismatic, visionary, strategic leader with a proven track record in China region of building, motivating, and driving results through a successful team for a high growth company.

  • Demonstrates superior oral, written and strategic abilities.
  • Displays strong analytical abilities both quantitative and qualitative.
  • Excellent communication skills and the ability to interface with all levels of management.
  • Strong Organization and time management skills.
  • Maintain and practices “Open Door” policy.
  • Relies on experience and judgment to plan and accomplish goals.
  • Performs a variety of complicated tasks – certain degree of creativity and latitude is required.
  • A key requirement of this role is being the master of all details.
  • Ability to multi-task and handle matters with little supervision and with excellent follow up.
  • Must be able work alongside dynamic individual team members as a day-to-day partner in moving the business forward, holding reports accountable for forecasts and other business objectives.
  • A strong entrepreneurial and can-do mindset, undaunted by shifting priorities, uncertainty, and a “figuring it out as we go” environment.
  • Enough courage to say “I don’t know”.

Desirable Qualifications

  • BA/BS/MS in Electrical Engineering, Computer Science or related fields with 10+ years’ experience in technical selling and leadership.
  • A good understanding of IC design & simulation methods and the semiconductor industry
  • Mastery of the sales process, strong communication skills, and the ability to interact with engineering and management staff at the C Suite level.
  • Able to solve a wide range of difficult problems in imaginative and creative ways, exercising judgment within broadly defined practices and policies
  • Strong sales aptitude and a passion for closing new business
  • Experience with Salesforce.com
  • Extensive experience in all aspects of leading a sales team
  • Excellent organizational, prioritization, time management skills and an unwavering commitment to integrity and professionalism.
  • Self-starter and strong closer with multitasking ability.
  • Excellent negotiation and closing skills.
    40% travel and a willingness to work a flexible schedule required
  • Working knowledge of Microsoft PowerPoint and Excel (including operations such as v-lookup, functions, pivot tables, etc.)

To apply send resume to HR@silvaco.com