Senior Key Account Manager Semiconductor

A Global Technology Leader in Smart Manufacturing

Our client is a leading global provider of smart manufacturing solutions that enhance factory productivity and quality. Its portfolio combines advanced factory-operations software, intelligent sensing and process monitoring, and world-class instruments for the measurement and control of high-precision manufacturing processes in semiconductors and other high-technology industries. Headquartered in Europe, the company operates world-class manufacturing facilities across Europe, North America and Asia, with subsidiaries around the world.

Senior Key Account Manager Germany – Semiconductor

The Senior Key Account Manager is a senior individual contributor role responsible for managing and growing the company's commercial relationships with key semiconductor end users and OEMs in one of Europe's most strategically important semiconductor hubs. The primary focus is to deepen and expand existing relationships with major accounts, including leading chipmakers, foundries and automotive and industrial technology groups, driving revenue growth through a consultative and technically informed sales approach. Working closely with the Director of Sales and supported by Application Engineers and Service teams, you will leverage existing customer knowledge and established relationships to identify new opportunities, secure design-in wins and grow share of wallet across the regional semiconductor cluster.

Your Tasks:

Account Management & Revenue Growth

• Manage and grow a portfolio of key semiconductor end-user and OEM accounts in the region, with a primary focus on a small group of leading European chipmakers, foundries and industrial technology groups.
• Develop and execute individual account plans for each key customer, identifying growth opportunities and aligning the product and service portfolio to customer needs.
• Drive year-on-year revenue growth within the existing account base by increasing share of wallet and expanding the range of solutions deployed.
• Identify and convert new sales opportunities within existing accounts, including new process areas, facilities and business units.
• Manage the full sales cycle from opportunity identification through to close, including commercial negotiation and contract management.

Customer Relationships & Engagement

• Build and maintain strong, trust-based relationships with key stakeholders across engineering, procurement, fab management and R&D functions at target accounts.
• Leverage existing relationships within the regional semiconductor community to accelerate opportunity development and account growth.
• Act as the primary point of contact for key accounts, ensuring a seamless and high-quality customer experience across all touchpoints.
• Engage proactively with customers to understand technology roadmaps, process challenges and future purchasing plans, feeding insights back to the Director and Product Management.

Pipeline & Forecast Management

• Maintain an accurate and up-to-date opportunity pipeline in CRM, ensuring full visibility of account activity, deal progression and revenue forecasts.
• Provide regular and reliable forecast updates to the Director of Sales, flagging risks and opportunities in a timely manner.
• Maintain a pipeline coverage ratio that supports consistent quota achievement, proactively identifying and qualifying new opportunities to offset any shortfalls.

Technical & Solution Selling

• Develop a strong understanding of the semiconductor product portfolio, including process control instrumentation, analytical and measurement solutions.
• Work closely with Application Engineers to deliver technically credible customer presentations, demonstrations and proposals.
• Support customers through the evaluation and qualification process for new products, ensuring a smooth path from trial to volume adoption.
• Stay current with semiconductor process technology trends and smart manufacturing developments relevant to the customer base.

Cross-functional Collaboration

• Work closely with the Director of Sales to align account strategies with the broader EMEA commercial plan.
• Collaborate with Application Engineers and Service teams to ensure customers receive full technical and aftersales support.
• Provide structured voice-of-customer feedback to Product Management to inform future product development and roadmap priorities.
• Represent the company at local industry events, customer technical days and regional semiconductor forums.

Success Metrics

• Achievement of annual revenue and booking targets for the assigned account portfolio.
• Year-on-year growth in revenue within existing key accounts, measured by share of wallet and account penetration.
• Accurate and timely pipeline and forecast management, with high forecast accuracy.
• Conversion of opportunities to sales, including new design-in wins and expansion into new process areas within existing accounts.
• Strength and depth of customer relationships at key accounts, evidenced by customer satisfaction and repeat business.

Required Skills and Qualifications

Essential:

• Bachelor's degree or higher in a relevant field such as Engineering, Physics, Computer Science or Business.
• Minimum of five years of technical sales experience in the semiconductor industry, with a demonstrable track record of success in a senior individual contributor role.
• Existing relationships and/or experience selling into leading semiconductor manufacturers, foundries or industrial technology groups in the region.
• Proven ability to manage and grow complex key accounts in a technical, multi-stakeholder sales environment.
• Strong commercial acumen with excellent negotiation, presentation and influencing skills.
• Highly motivated and self-driven, with the ability to manage a territory independently and deliver results without close supervision.
• Strong pipeline discipline and CRM proficiency, with a structured approach to opportunity management and forecasting.
• Fluency in German and English, both written and spoken.
• Willingness to travel within Germany and across EMEA as required.

Desirable:

• Familiarity with process control instrumentation, gas analysis or related semiconductor metrology solutions.
• Understanding of semiconductor smart manufacturing processes and technology trends relevant to front-end or back-end fabs.
• Experience working within a global matrix organization.
• Existing broader network within the regional or wider European semiconductor community.

Key Competencies

• Drives for Results: Takes personal ownership of targets; finds a way to win even in complex or competitive situations.
• Builds Relationships: Invests in long-term partnerships with customers; earns trust through consistency, expertise and follow-through.
• Thinks Commercially: Identifies and prioritizes the highest-value opportunities; balances short-term wins with long-term account development.
• Customer Focus: Deeply understands customer needs and acts as a genuine advocate for the customer internally.
• Communicates with Impact: Presents ideas clearly and persuasively to technical and commercial audiences at all levels.
• Collaborates Effectively: Works well across functions; shares knowledge and supports colleagues to deliver the best outcome for the customer.

Position based in Dresden.
Up to 30% across Germany & EMEA

Benefits include Company car, long-term benefits package