Sr Director, Sales

Forming Our Future together

FormFactor, Inc. (NASDAQ: FORM), is a leading provider of essential test and measurement technologies along the full semiconductor product life cycle — from characterization, modeling, reliability, and design de-bug, to qualification and production test. Semiconductor companies rely upon FormFactor’s products and services to accelerate profitability by optimizing device performance and advancing yield knowledge. The company serves customers through its network of facilities in Asia, Europe, and North America.

Rooted in our core values — Focus on the Customer, Ownership & Accountability, Respectfully & Effectively Communicate, and Motivate & Develop People — we foster an environment where diverse perspectives are not only welcomed but celebrated. Everyone can make an impact here. Whether it's improving products, supporting customers, or positively influencing peers and the community, the contributions of our people matter.

Job Description:

• Provide leadership to the Taiwan Sales Team.
• Strategically drive new business, manage all aspects of customer interaction, consistently grow revenue and hit sales margin targets.
• Build in-depth knowledge of customer business priorities, challenges and initiatives that can be translated into opportunities. Build value-added relationships within the domain of the account-become the trusted advisor.
• Understand competitive position and offerings.  Use this knowledge to develop winning strategies and preferred positioning within account.
• Identify and pursue sales opportunities at assigned accounts.  Drive business development and pre-sales initiatives by leveraging both industry and technical background.
• Use knowledge of industry, technology, processes, and consultative sales skills to assess and educate customers on value of our business expertise and associated implementation expertise. Demonstrate ability to advance sales campaigns in a needs-based and highly participative fashion including consultative dialog, cross-functional engagement (both within the account and organization), and facilitated workshops.
• Responsible for the booking forecast of product and solutions business in assigned accounts. Understand and manage the Fabless/OSAT model to leverage penetrations that are relevant to a particular prospect and/or sales situation. Stay abreast of status/details for each campaign and independently provide reliable booking forecasts on a weekly, monthly and quarterly basis.
• Align with appropriate delivery teams to leverage follow-on business from one project to another. Manage major Project Milestones and Executive Reviews. Ensure effective coordination and support between factory and supporting technical resources.
• Have excellent written, verbal and formal presentation skills to client audiences including senior leaders internally and externally. 

REQUIREMENTS

• Bachelors or Masters Degree in Engineering/ Business/Sales or equivalent
• Minimum 10+ years of sales leadership experience in the Wafer Test or Semiconductor Industry.
• Demonstrated ability to manage priorities, resolve escalations, and coordinate resources in a fast-paced environment.
• Strong communication, organizational, problem-solving, and decision-making skills.
• Proven experience driving strategic accounts while consistently achieving or exceeding quarterly and annual goals by generating and maintaining a qualified pipeline. 

• Ability to effectively leverage industry and competency resources as well as our business units to advance account relationships and sales campaigns.

• Proven record in cultivating client relationships throughout the sales and delivery process for mutual long term success.

• Possess and demonstrate in-depth knowledge of industry solutions to uncover needs and create value based solutions for the customer.  Proactively maintain expertise of the industry and competitive landscape and successfully articulate competitive differentiators which will drive value for the customer.

• Excellent information gathering skills to communicate customer business needs. Ability to develop business solutions for customers and communicate them through written proposals and presentations.

Skills:

Education & Experience:

Minimum of 14+ years of related experience, including leadership roles, with a Bachelor’s degree; or 12 years and a Master’s degree; or a PhD with 10 years experience; or equivalent experience | Required