Manages strategic OEM semiconductor accounts, driving revenue growth, design wins, customer retention, and business expansion. Develops account strategies, forecasts, pipelines, proposals, and commercial agreements while coordinating technical engagements with engineering, applications, operations, supply chain, quality, finance, and marketing teams. Tracks customer development cycles, supports product evaluations and production ramps, resolves customer issues, monitors competitive trends, and communicates market feedback to influence product roadmaps.
Job Description
OEM Account Manager – Semiconductor Industry
Position Summary
The OEM Account Manager is responsible for developing and managing strategic relationships with Original Equipment Manufacturer (OEM) customers in the semiconductor industry. This role serves as the primary commercial interface between the company and key OEM accounts, driving revenue growth, customer satisfaction, design wins, and long-term business partnerships.
The ideal candidate combines strong semiconductor industry knowledge with consultative sales, account management, business development, and cross-functional leadership skills. The role requires the ability to understand customer technology and business requirements and translate them into solutions that align with the company's products and capabilities.
Major Responsibilities
Strategic Account Management
- Develop and execute account strategies for assigned OEM customers to achieve revenue, profitability, and growth objectives.
- Build and maintain strong relationships with key customer stakeholders, including engineering, procurement, operations, product management, and executive leadership.
- Serve as the primary point of contact for assigned OEM accounts and ensure timely resolution of customer issues.
- Understand customers' business strategies, product roadmaps, technology requirements, and purchasing processes.
- Identify opportunities to expand existing business and increase share of wallet.
Sales & Business Development
- Develop sales forecasts, account plans, pipeline opportunities, and revenue projections.
- Identify and pursue new design-in, design-win, and production opportunities.
- Lead commercial negotiations, pricing discussions, contracts, and business agreements in coordination with internal teams.
- Develop proposals and presentations that communicate the value proposition of the company's semiconductor products and solutions.
- Monitor competitive activity, market trends, pricing, and customer requirements.
- Achieve or exceed assigned revenue, margin, and growth targets.
Customer & Technical Engagement
- Work closely with customers' engineering teams to understand technical requirements and influence product selection.
- Coordinate with Field Applications Engineering (FAE), Product Marketing, Product Management, and Engineering teams to support customer evaluations and design-ins.
- Track customer product development cycles from initial concept and evaluation through qualification, production, and end-of-life.
- Communicate customer requirements and market feedback internally to influence product roadmaps and development priorities.
- Support resolution of technical, quality, delivery, and supply-chain issues affecting customer programs.
Cross-Functional Leadership
- Coordinate activities across Sales, Engineering, Applications, Operations, Supply Chain, Quality, Finance, and Marketing.
- Lead regular business reviews with strategic OEM customers.
- Maintain accurate CRM records, opportunity pipelines, forecasts, and account plans.
- Coordinate demand planning and provide accurate customer forecasts to internal supply-chain teams.
- Escalate and manage critical customer issues to ensure timely resolution.
Market & Competitive Intelligence
- Monitor semiconductor industry trends, technology transitions, competitive offerings, and OEM market dynamics.
- Analyze customer and market data to identify emerging opportunities and risks.
- Provide management with regular updates on account performance, competitive positioning, market opportunities, and customer strategy.
- Develop a strong understanding of semiconductor technologies relevant to assigned customers and markets.
Required Qualifications
- Bachelor's degree in Mechanical or Electrical Engineering, Business, Marketing, or a related field.
- 5+ years of experience in semiconductor sales, account management, business development, or a related technical-commercial role.
- Demonstrated experience managing OEM or strategic technology accounts.
- Working knowledge of semiconductor products, technologies, and customer design cycles.
- Proven track record of achieving sales or business-development objectives.
- Strong understanding of the semiconductor supply chain, including design, wafer fabrication, assembly/test, distribution, and OEM procurement.
- Excellent communication, presentation, negotiation, and relationship-management skills.
- Ability to communicate effectively with both technical and executive-level stakeholders.
- Strong analytical, organizational, and problem-solving abilities.
- Experience using CRM systems and sales forecasting tools.
- Ability and willingness to travel to customer and company locations as required.
Preferred Qualifications
- Experience selling instrumentation products or process solutions for semiconductor applications.
- Experience with OEM design-in/design-win processes.
- Established relationships with major OEMs, electronics manufacturers, or technology companies.
- Familiarity with semiconductor qualification, reliability, quality, and production ramp processes.
- Experience negotiating long-term supply agreements, pricing agreements, or strategic contracts.
- Experience working with global customers and geographically distributed engineering and procurement organizations.
Key Competencies
- Strategic account planning
- Consultative selling
- Semiconductor industry knowledge
- Technical sales and customer engagement
- Business development
- Negotiation and commercial management
- Executive relationship management
- Forecasting and pipeline management
- Cross-functional leadership
- Competitive and market analysis
- Customer problem solving
- Strong written and verbal communication
Success Measures
Success in this role will be measured through:
- Revenue and gross-margin growth within assigned OEM accounts
- New design wins and design-in opportunities
- Customer retention and expansion
- Pipeline growth and forecast accuracy
- Growth in customer share of wallet
- Successful product launches and production ramps
- Customer satisfaction and relationship strength
- Effective cross-functional execution and issue resolution
Pivotal Systems Fremont, California, USA Office
48389 Fremont Blvd, Suite 100, Fremont, California, United States, 94538
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