Technical Sales Executive

Lattice Overview

There is energy here…energy you can feel crackling at any of our international locations. It’s an energy generated by enthusiasm for our work, for our teams, for our results, and for our customers. Lattice is a worldwide community of engineers, designers, and manufacturing operations specialists in partnership with world-class sales, marketing, and support teams, who are developing programmable logic solutions that are changing the industry. Our focus is on R&D, product innovation, and customer service, and to that focus, we bring total commitment and a keenly sharp competitive personality. Energy feeds on energy. If you flourish in a fast paced, results-oriented environment, if you want to achieve individual success within a “team first” organization, and if you believe you can contribute and succeed in a demanding yet collegial atmosphere, then Lattice may well be just what you’re looking for.

Responsibilities & Skills

The Opportunity

The Technical Sales Executive (TSE) will have accountability for professionally managing assigned accounts and/or territories by developing and executing detailed plans.  This client facing role will facilitate and maintain successful relationships with select customers which will be measured by increased revenue performance, their reference ability and customer satisfaction levels.

The effective TSE will influence stakeholders at all levels throughout a customer’s organization and internally within Lattice Semiconductor.  S/he will have the capacity to guide and develop a comprehensive understanding of the industry and distill this understanding into simple, straightforward Lattice solutions that make a clear and compelling difference to the customer’s business.

Position Responsibilities

• Build and manage Account Plans for each assigned account and territory, keeping the extended team of stakeholders apprised and engaged. Position Lattice to win new business by developing, communicating and driving effective selling strategies that are based on valid, customer-specific value propositions.
• Proven skills in creating and executing a relationship mapping plan; ability to provide thought leadership and influence with key client relationships.  Seek to expand and strengthen Lattice’s presence by establishing proactive relationships with influential stakeholders while delivering on sales objectives and Design Wins.
• Develop an extensive knowledge base of all select accounts and territories, including their business profile, key players, competition, application and technology footprint, buying processes, compelling events, political environment and strategies.
• Maintain an accurate and current pipeline of opportunities within CRM system.
• Provide sales management with accurate and timely sales forecasts to ensure proper visibility of new business and to optimize effective resource planning throughout the organization.
• Capability to work effectively in a highly matrixed organization.  Respect and comply with all Lattice personnel, sales, proposal and contract policies; operate within travel and expense policies.
• Proven track record to meet/exceed business goals and objectives
• Demonstrated experience coordinating successful outcomes with cross-functional teams, including contract management, product management, marketing and finance.
• Preference given for candidates with formal contract and negotiations training and/or experience.
• Ability to advocate responsibly on behalf of customers; acumen required to bridge conversations between client requirements (and opportunities) and product development and management teams.

Key Selection Criteria

• Undergraduate degree in related field; preference for Bachelor of Science and strong technical acumen.
• Comprehensive and active engineering and executive level relationships at targeted customers.
• Ability to effectively communicate customer requirements; ability to speak the language of technology externally and internally.
• Ability to obtain the understanding of what the customer’s needs are, create a solution proposal base on Lattice’s technology and successfully presenting the solution proposal.
• Demonstrated track record selling to all levels within target customer organizations.
• Previous success managing large accounts in a fast-paced, consultative and competitive market.
• Preference for strong domain (FPGA semi-conductor) sales experience.
• Preference for formal sales process and methodology training.
• Strong written, verbal and presentation communication skills.
• Ability to distill technical concepts and convey value in terms understood by clients.
• Preference given for design win experience within the semi-conductor industry.

Personal Profile | Cultural Fit

• A team player that fosters a low-bureaucracy, high-accountability environment.
• A respectful colleague; a good listener that offers respectful debate and challenge.
• Apolitical with a deep sense of personal and team accountability. 
• Challenger sales acumen; value selling competency.
• Self-starter personality with ability to set priorities and drive focus on high-impact.
• Ability to lead, motivate and influence in a matrix environment.
• Prior success working in remote/WFH.
• Persistent, winning mentality.
• Good intuition and sensing – both of internal and external stakeholder requirements.
• Ability to develop conviction pitching the vision of the company and the unique value proposition of Lattice.
• Transparent and collaborative working style.
• Self-starter that values and demonstrates accountability in all aspects of the role.