Sr. Channel Manager - MSP

Who Are We?

Do you want to help to make the world a better place? Join our team! At MSP, our vision is to enrich lives by improving health and productivity. We are proud to provide leading-edge solutions enabling rapid innovation in processes and methods in the semiconductor and pharmaceutical industries. MSP employees are part of something special with a purpose.

MSP, A division of TSI, is a fast-moving and agile organization experiencing tremendous growth from our field-proven proprietary technology designed to vaporize liquid precursors in challenging Chemical Vapor Deposition (CVD) and Atomic Layer Deposition (ALD) processes. We are looking for a person who wants to join a dynamic and motivated team, serving the fast-paced, growing semiconductor market.

Sr Channel Manager at MSP

MSP supplies a variety of technology-differentiated products to the Semiconductor industry. End customers are both FABS and OEM tool makers. Application areas of vapor delivery components solve critical CVD/ALD process requirements which are becoming increasingly challenged as next node processes are developed. A second major application is supplying defect metrology inspection tool standards for both wafer and mask substrates. MPS is a technology differentiated solution provider.

A highly motivated, energetic, enthusiastic, well-organized individual, a coach/player sales professional, is needed for this role to lead MSP's existing channel partner's efforts in the aforementioned fields. The Sales Manager will be managing and supervising a network of Asia Pacific channel partners along with Korea direct sales responsibility. In this role, the Sales Manager will be developing, implementing and executing sales strategies to maximize sales aligned with corporate objectives. The role also entails setting annual sales targets, providing monthly forecast updates, and enhancing channel effectiveness. Furthermore, the Sales Manager will actively evaluate and enhance the current Asia Pacific channel partner network (currently located in Japan, Taiwan, Singapore) along with Korea direct sales responsibility. This includes identification of additional or alternative channel partners.

What Will You Do?

In order to grow and build a successful career with MSP, you will be responsible for:

Business Goals and Strategies

• Exceed annual targets by developing sales strategies and initiatives within key market segments and support both channel partner network as well as team members in achieving and exceeding individual annual revenue and growth targets
• Enhance market knowledge to strengthen channel partners ability to effectively configure and position MSP solutions against competition
• Collaborate with Marketing to understand and influence efforts to support sales activities
• Effectively communicate, implement and execute Go-To-Market initiatives to channel partners.
• Support marketing in the collection of voice of customer (VOC) data to help advance new product development, product upgrades/refreshes, and service offerings
• Participate in quarterly management review and planning sessions to review and present financial performance and progress towards key Go-To-Market activities, ensuring sales targets are met and aligned with marketing activities.
• Work with marketing and engineering to develop and implement sales training courses as well as customer-related webinars and short courses for raising market awareness and education

Channel Partner Development

• Evaluate, expand, and develop selling skills of channel partners using a consultative-based selling approach to include proper preparation, pre-call planning, cross-selling, development of customer-facing questions, and customization of our solutions based on customers' needs
• Help channel partners maintain and increase face-to-face activities in the field
• Help channel partners develop, review, implement, and execute business territory plans
• Coach channel partners via joint calls at customers' sites, actively participate in joint virtual meetings, provide both constructive feedback and positive reinforcement, and be consistent with all the necessary follow-ups to develop the right behaviors for the Channel Partners to be successful
• Conduct frequent one-to-one meetings with channel partners to ensure proper customer targeting, forecasting, and new account penetration through an understanding the market conditions, and providing support navigating any challenging situations
• Continuously evaluate existing channel partners and develop processes of enhancing or eliminating them as needed based on performance or other needs

What Do You Need?

Education

• Bachelor's degree in Science, Engineering, or Business is required.
• MBA or advanced technical degree is desired.
• Minimum of 10 years of semiconductor sales experience, including:
• Minimum 5-8 years of direct technical sales experience in capital equipment and/or instrumentation and selling a complete and diverse product portfolio of solutions
• Minimum of 5-8 years of channel partner management.

Preferred

• Experience in selling technical solutions to FABS and component or subsystem solutions integrated into Semiconductor tool makers, both CVD and Metrology Inspection.
• Proven track record of meeting/exceeding targets
• Proficiency in customer management (CRM) software is required (Salesforce is currently used at TSI)

Knowledge, Skills & Abilities

• High level of integrity and inquisitive in nature
• Ability to prioritize and drive for results
• Proven ability to align company and Channel Partner business objectives
• Continuous learner driven to succeed and achieve significant results
• Effectively communicate to all levels of the organization
• Partner effectively with other teams within the organization
• Proficient in current Sales methodologies and best practices
• Excellent interpersonal, organizational, and verbal/written communication skills
• Travels ~40-50% to meet with channel partners, sales individuals, participate in joint calls, attend conferences, trade shows etc.

What Can We Give You?

At MSP, our employees are our most valuable assets, and we care about their health and happiness. We offer a competitive benefits program to keep our employees and their family members protected and foster a healthy work-life balance. Additionally, we are committed to employee development and growth, and encourage and foster an environment of collaboration and innovation. Our work has meaning and the products we design and build help protect people and the environment.

Dress for your day: We want our employees to be comfortable at work and we know they are more productive when they're comfortable. The dress for your day policy allows employees discretion to select appropriate dress for the business of each workday.

Free Beverages/On-site Cafeterias: Enjoy complimentary coffee, tea and hot chocolate each day at work. We also have a cafeteria that employees can eat lunch in.

Pay & Benefits:

Competitive market salary from $130,500- $140,000 per year* depending on qualifications and experience. For eligible Leadership and individual contributor roles, additional bonus opportunities may be available and awarded at the discretion of the Company.

Benefits:

• Health Insurance: Comprehensive medical, dental, and vision coverage.
• Retirement Plan: 401(k) with company match.
• Paid Time Off Program: Paid time off, paid holidays, and paid floating holidays.
• Other Benefits: Life insurance, employee assistance program (EAP), and professional development opportunities.
• Pay amount does not guarantee employment for any particular period of time.

Legal authorization to work in the United States without the need for sponsorship. We require proof of eligibility to work in the United States.

EOE/Vet/Disability