Revenue and Profit Growth. Lead overall effort to grow VBU revenue and profit to emerge as a key strategic

partner for all major accounts.

• Relationships. Leverage existing customer relationships with engineering influencers and decision makers

at both executive and mid-level manager levels. Develop and expand relationships with senior and mid-level

customers.

• Account Analysis, Plans and Implementation. Develop and implement in-depth analysis and strategic

account planning (StrAP) to identify key focus areas for growth including account headcount, competitive

analysis, customer needs per engineering service area, differentiation, SWOT, Quest Global relationship

summary and Quest Global capability gaps. Make key business decisions on which services/solutions to

pursue and invest in.

• Unsolicited Campaigns. Identify and lead unsolicited, strategic campaigns to grow the account. Leverage

Quest Global relationships, influence customer decision makers, monitor milestones, track action item

progress and lead the campaign proposal effort.

• Solicited Proposals. Lead and manage all solicited proposal responses for all new business services or

customers. Develop plans and proposals to realize the revenue target from the account, quarter on quarter.

• Expand to New Locations/ Divisions. Develop and implement plans to enter new geographies or divisions

of key customer and other accounts as per the strategic account plan.

• Customer Communications. Hold quarterly customer reviews, lead/author Account Branding Newsletters

and other communications per Quest Global process

• Cross Sell and Up Sell. Leverage Quest Global best practices and from other accounts, to develop and

operationalize plans to introduce new services to key account and other accounts.

• Annual Budgets and Forecasts. Lead efforts to create annual revenue and expense forecasts as well as

monthly rolling revenue forecasts.

• Lead ‘Virtual Business Unit’ (VBU). Lead sales-delivery matrixed team for the customer. Coordinate efforts,

hold weekly meetings and lead monthly report out to Quest Global Sales & Delivery executives.

• Invest Sales Discretionary Funding. Identify, approve, and monitor internal investments for operations

support to achieve target growth opportunities.

• Billing Rate Negotiations. Lead efforts to establish rates that leverage value pricing. Includes data gathering,

analysis, proactive engagement of customer champions, pricing strategies, competitive positioning,

competitor assessment, etc.

Deep understanding of Semiconductor industry, with knowledge of end-to-end process for Silicon

Engineering services, including T&M, ODC and Turnkey business models, as well as the Embedded Software

engineering services adjacent to Silicon Engineering.

• Strong relationships with senior and mid-level technical managers at Semicon OEM who are the key

influencers in silicon engineering.

• Strong experience in product management and business development in the semiconductor space and

global experience in managing customers.

• Engineering knowledge and complete product life-cycle knowledge of Semiconductor organization,

(including and not limited to):

o Engineering processes including design, both software & hardware – specific to the ASIC design flow

- Architecture, RTL/FPGA prototyping, Physical Design, DFT, Verification & Validation, the Electronic

Design Automation (EDA) tools and its licensing and the Fabrication know-how.

o Challenges related to cost, delivery, schedule, or support.

o Internal funding process including timing, influencers and approvals.

o Outsourcing processes, funding, upcoming changes and leadership.

o Existing major outsourcing suppliers including SWOT

• Understanding of relevant/adjacent technologies (especially EDA tools and licensing, system design and

embedded services) and competitor’s services.

• Sound track record of P&L ownership and proven ability to grow businesses profitably.

• Strong commercial skills and experience including selling process, negotiating, pricing, costing, discount

structures, terms and conditions, sales strategy development, execution and sales proposal development.

• Experience in hiring, building and developing strong teams.

• Experience leading cross functional teams and working with global remote team / offshore delivery model

environment

• Experience with sales and account management and in developing strategic plans

• Experience in authoring complex proposals; experienced in negotiating master service contracts and longterm

agreements.

• Excellent interpersonal and communication skills, both verbal and written and ability to communicate

effectively at all levels.

EDUCATION

• Bachelor’s Degree – Engineering. Master’s degree/MBA – preferred

• Formal training/experience in program management, negotiations and strategic selling

Leadership Traits Desired

• Aspiration, Humility, & Hunger

• Strategic Thinking & Commercial Acumen

• Innovation & Change leadership

• Execution Excellence

• Capability Building

• Self-awareness

• Agility