13 hours

Global Technical Manager

Hillsboro, OR
  • Job Code
Company ASML

Job Title: Global Technical Manager

JobID: 12540-150377#2765233

Location: Hillsboro, OR, 97123, USA

Description: ## Introduction

ASML brings together the most creative minds in science and technology to develop lithography machines that are key to producing faster, cheaper, more energy-efficient microchips. We design, develop, integrate, market and service these advanced machines, which enable our customers - the world’s leading chipmakers – to reduce the size and increase the functionality of their microchips, which in turn leads to smaller, more powerful consumer electronics. Our headquarters are in Veldhoven, the Netherlands, and we have 18 office locations around the United States including main offices in Wilton, CT, Chandler, AZ and San Jose, CA.

## Job Mission

In Support of the Global Account Manager, this position within the Account Team develops the engagement strategy and manages the alignment of customer technical requirements with ASML business lines and products.

## Job Description

1. Technical Roadmap Alignment : N+1 configuration + Evaluation

* Roadmap Alignment including total node customer cost across the BLs

* Development/alignment on customer-specific system configuration and support requirements

* Alignment and negotiation on product specifications (CSR’s)

* Development/alignment evaluation programs/plan; SOW creation w/ BL project leader

* Secure NPI support: Assess CS support requirements and ensure CS resource availability for evaluation program execution

* Secure CS node transition support

* Ensure and monitor CS support/ performance (specific to the machines)

* Monitor and track quality issues progress. Align and manage quality dashboard with the customer

* With Business Manager, ensure customer R&D; budget for N+1 activities (evaluation PO’s)

* Secure node configuration approval from customer & support Business Manager to plan execute VPA

* Negotiate and close site level commercial agreements and align with business operations

2. Customer Intimacy:

* Expectation management for new product introduction (timing delays, issue resolution, etc)

* Plan and prepare for executive technical review meetings (TRM)

* Building of a customer relationship within R&D;

4. Competition:

* Responsible for monitoring of competition (anything that can take away the revenue)

* Interaction with Field Marketing (FM) and business lines to address gaps and leverage advantages

Responsible for Roadmap Alignment including total node customer cost between ASML and the customer, including products & services from all three business lines EUV, DUV, Applications (including Brion and HMI). This activity is primarily associated with our new product introductions (NPI) in many cases in direct competition with other suppliers.

The GTM’s team is the primary interface between ASML and customer to ensure ASML products and services are aligned with customer needs, timing and requirements. The outcomes of this group have direct impact on ASML’s success in market penetration and business development. They are at the front end of customer value recognition and customer satisfaction.

* In depth understanding of customer requirements as in many cases the information is not openly shared

* Negotiation of specifications when performance of NPI systems is not fully known and/or characterized

* Understanding the competition and positioning ASML products to win the business

* Cascading knowledge and understanding of performance and process to customer volume ramp

* Managing the commercial balance between ASML ambition and customer expectation

* Managing cross sector, cross business line connection and communication (internal /external)

## Education

* Bachelor degree in an engineering field, or equivalent business experience

## Experience

* Typically requires 10+ years directly related sales experience in the semiconductor industry and has been successful at management of other accounts.

* Has an in-depth knowledge and understanding of the unique cultural issues that must be taken into account to successfully do business in various international markets

* Ability to Marshall the resources internally across ASML departments to ensure integrated account management

* Excellent negotiation and interaction and customer relationship management skills

* Strong oral and written communication skills and the ability to present concepts and influence others at all levels

* Ability to analyze and draw conclusions from data or report information

* Ability to think creatively and innovatively to anticipate issues and solve or remove problems and obstacles to close business

* A strategic thinker with the focus and drive to see results delivered

* Has effective teamwork skills and ability to work with others at all levels

* Stronger technical background/knowledge/know-how required

## Context of the position

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

* While performing the duties of this job, the employee routinely is required to sit; walk; talk; hear; use hands to keyboard, finger, handle, and feel; stoop, kneel, crouch, twist, reach, and stretch.

* The employee is occasionally required to move around the campus.

* The employee may occasionally lift and/or move up to 20 pounds.

* May require travel dependent on company needs.

* Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

* Can work under deadlines.

* The environment generally is moderate in temperature and noise level.

* Must be able to read and interpret data, information, and documents.

* Can observe and respond to people and situations and interact with others encountered in the course of work.

* Can learn and apply new information or skills.

## Other Information

On technology introduction Intel today allows only limited information sharing with ASML. Over the years the relationship has become more transparent but is still not of the level as we have with other customers. A concept as NTP (node transition project) which is the vehicle for interaction with customer driving introduction of new technology Intel acceptance is still low. This makes the interaction of the GTM with Intel significantly more complex than in other accounts. Initial (significant) part of the role of the GTM is to plan and execute a plan to (slowly) further break these walls between ASML and Intel down through openness, show benefit, building trust, creating significant re-assurance for Intel technology does not ‘leak’ to other accounts, creating win for Intel etc.

EEO/AA (W/M/Vets/Disability) Employer

*Location:* Hillsboro - OR, US

*Level:* Bachelor

*Experience:* >10 Senior

*Available since:* 2017-11-10

*Functional area:* Customer Support

*Background:* Others - Technical

*Reference:* US03528


  • Sales / Business Development

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