Account Executive – EMEA

This is a fully remote position, open to applicants in Europe.

📋 Description

• Seek out new clients and drive growth within key semiconductor accounts across the EMEA region.

• Navigate intricate organizational structures and engage stakeholders ranging from individual contributors to C-suite executives.

• Create and implement territory and account strategies aimed at replacing outdated simulation tools, establishing Vinci as the benchmark for hardware optimization.

• Coordinate Field Pre-sales and Engineering resources for technical assessments and production rollouts.

• Cultivate and utilize relationships with resellers, service partners, distributors, and strategic channel partners across EMEA.

• Foster relationships, generate demand, and identify opportunities both directly and through partnerships.

• Travel frequently throughout EMEA to connect with strategic clients, support opportunities, and enhance the partner ecosystem.

• Establish and sustain strategic account relationships while pinpointing business units with the highest ROI.

• Identify and engage new strategic accounts and stimulate demand among technical, business, and executive stakeholders.

• Oversee the entire sales lifecycle from discovery and value proposition alignment to contract negotiations, successfully closing multi-million-dollar deals.

• Collaborate with the Forward Deployment Sales team to align test cases and pilot deployments with customer objectives, requirements, and platform capabilities.

• Maintain a precise and robust 4X pipeline while providing insights into account health and opportunity progression.

• Transform customer, regional market, partner, and competitive insights into actionable product requirements.

⛳️ Requirements

• A minimum of 7 years of experience in enterprise software sales as a major account manager, particularly selling into the semiconductor or electronics sectors.

• A demonstrated history of meeting or exceeding annual quotas of $2M+ and successfully closing complex deals worth six to seven figures.

• In-depth knowledge of the semiconductor ecosystem, including EDA tools, fabless versus IDM models, and challenges associated with advanced packaging (2.5D/3D IC).

• Outstanding ability to convey vision and value to VP and C-level executives.

• Proficiency in discussing physics simulations and their influence on design, validation, and manufacturing workflows without necessitating a Sales Engineer in every meeting.

• An existing network within major semiconductor, electronics, or engineering organizations throughout EMEA.

• Experience in selling through and/or managing a partner network, including resellers, service partners, distributors, or other channel partners.

• A background in Mechanical or Electrical Engineering is preferred.

• Prior AE/Sales experience at a major EDA firm or a rapidly growing AI for Engineering startup is preferred.

• Familiarity with Hunter, Land and Expand, Evangelical selling, Challenger selling, and MEDDIC/MEDDPICC/Force Management is preferred.

🏝️ Benefits

• Equity

• Commission

• Regular travel throughout EMEA

• Collaboration with world-class engineers and researchers

• Fast-moving startup environment