Aerospace & Defence Client Engagement Manager

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Job Description:

To generate, maintain, enhance and drive Microchip’s sales and business relationships with key Aerospace and Defence customers in Central Europe with a focus on Germany.

Responsible for identifying and building new business with new and evolving customers engaging with the market trends in Aerospace & Defence. You will be expected to reframe the client’s thinking and build consensus for Microchip’s solutions, co-creating value by delivering clients the capability and freedom to innovate.

More details on the expectations and responsibilities in this position:
 

• To identify, pre-qualify, manage and close on major designs and new opportunities within the Aerospace and Defence accounts in Central Europe.
• To coordinate Microchip’s technical and commercial resources with key customers and opportunities in order to increase sales and sales potential. Participating within a global team environment, to successfully develop and implement sales strategies across client’s divisions and geographical locations as required.
• Drive the company business relationship with the assigned clients. Identify the key client stakeholders and coach those stakeholders to build consensus for Microchip’s solutions within their organization.
• To provide quarterly billing forecasts for direct and distribution customers. Provide bookings forecasts and other ad hoc reports as required. Give effective commercial support to Microchip’s channel partners (Production Win Representatives, Distributors and Design Partners).
• To use the Microchip Client Engagement Process to gain credibility with customers and offer unique insights about their business which link back to Microchip’s solutions.
• To maintain Microchip’s Compass and Model N opportunity systems, for the region.
• To work as part of the wider A&D and Central Europe sales and applications team and attend team meetings and other specific events.
• Communicate effectively with Microchip product divisions providing quantifiable feedback and ROI for their investments in clients.

Benefits
Microchip’s non-commissioned total compensation and benefits package includes a competitive base salary, bonus aligned with company goals, employee stock purchase program, etc.

Opportunity to manage accounts on an entrepreneurial and collaborative basis and be compensated for success in driving the organization’s growth

Requirements/Qualifications:

Job Requirements
 

• Education— BSc in Electronics or associated engineering disciplines or equivalent is preferable.
• Experience— Relevant experience in a technical field sales role with a track record of sales success in a design-in environment, particularly in the Aerospace and Defence market segment would be preferable.  Should be conversant with the semiconductor industry and familiarity with FPGA, microcontroller, analog, RF, wireless and networking and communication products would be advantageous.

• Strategic/Critical Thinking—Systematically solves problems and hypothesizes possible client pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex client challenges
• Communication—Tailors communication to the client’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills
• Interpersonal Influence—Uses rational and emotional drivers that would appeal to clients to comfortably drive conversations to elements of value for both parties
• Networking—Identifies the right client stakeholders and builds connections quickly to drive consensus for design wins; works cooperatively with a wide range of internal stakeholders for success
• Ownership—Goes out of his or her way to complete a task and has relentless drive to achieve results; is independent and self-directed, and takes initiative
• Workflow Management—Sets clear, realistic, and time-bound objectives that align to business growth; breaks each objective into tasks and process steps that can be achieved within a realistic timeframe

Qualifications And Experience

• Master’s/Bachelor’s degree in a business and/or engineering discipline with a strong academic track record
• 5+ years of relevant work experience
• Business fluent language skills in German and English
• Relevant market knowledge and industry experience

Competencies

• Strategic/Critical Thinking—Systematically solves problems and hypothesizes possible client pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex client challenges
• Communication—Tailors communication to the client’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills
• Interpersonal Influence—Uses rational and emotional drivers that would appeal to clients to comfortably drive conversations to elements of value for both parties
• Networking—Identifies the right client stakeholders and builds connections quickly to drive consensus for design wins; works cooperatively with a wide range of internal stakeholders for success

Travel Time:

25% - 50%

To all recruitment agencies: Microchip Technology Inc. does not accept unsolicited agency resumes. Please do not forward resumes to our recruiting team or other Microchip employees. Microchip is not responsible for any fees related to unsolicited resumes.