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Channel Technical Sales Lead

Muenchen, Germany, Germany
Jul 9, 2018


Job Description


Xilinx develops highly flexible and adaptive processing platforms that enable rapid innovation across a variety of technologies - from the endpoint to the edge to the cloud. Xilinx is the inventor of the FPGA, hardware programmable SoCs and the ACAP (Adaptive Compute Acceleration Platform), designed to deliver the most dynamic processor technology in the industry and enable the adaptable, intelligent and connected world of the future in a multitude of markets including Data Center (Compute, Storage and Networking); Wireless/5G and Wired Communications; Automotive/ADAS; Emulation & Prototyping; Aerospace & Defense; Industrial Scientific & Medical, and others. Xilinx's core strengths simultaneously address major industry trends including the explosion of data, heterogeneous computing after Moore's Law, and the dawn of artificial intelligence (AI).

Our global team is growing and we are looking for bold, collaborative and creative people to help us lead the industry transformation to build an adaptable intelligent world. We believe that by embracing diverse ideas, striving for excellence in all that we do, and working together as a unified team, we can accomplish anything. Come do your best work and live your best life as part of the ONEXILINX team! 



As a Channel Technical Sales Lead you will be accountable for driving the distribution technical sales teams within an assigned territory with the goal of accelerating revenue.  You will be directly engaged in with distribution technical sales at key top accounts, driving the activities and priorities of distribution technical sales in all other accounts, and assessing overall capability and performance of the team.  As the lead, you will be expected to create compelling proposals solving business challenges for our customers.  You will be responsible for creating, planning and executing on an effective implementation strategy, mitigating customer risk and reducing time to project completion.
·        Partner with Xilinx regional sales manager to understand account prioritization, challenges, and opportunities within the region
·        Develop comprehensive technical sales strategies for top accounts
·        Manage and lead distribution technical sales personnel, ensuring training, processes, and strategies are being seamlessly implemented
·        Evaluate performance and capability of distribution technical sales personnel
·        Assist distribution technical sales in creating comprehensive proposals and technical risk mitigation strategies
·        Ensure ongoing communication with sales teams to understand customer challenges, share worldwide experiences with new products and tools adoption, provide feedback to the factory
·        Be a point contact for regional distribution technical sales, bridging knowledge gaps
·        Develop and execute a plan to increase distribution technical sales team knowledge and skills with new products, critical applications, solutions, tools and advanced design methodologies
Design Shaping and Optimization
  • Assesses how the customer is using Xilinx technology and feeds this information back into Xilinx for consideration by marketing or product development
  • Ensures that customer utilization of Xilinx technology works as intended (e.g., facilitates testing, acts as interface to Xilinx, helps debug problems)
  • Leverages understanding of known challenges to advise customer designers on the optimum use of Xilinx IP, tools and devices
  • Provides the mentoring and knowledge transfer to junior FAEs essential for effectively exploiting the power of Xilinx's programmable system on a chip in customer design discussions
Technical Opportunity Qualification
  • Identifies challenging opportunities and advises account managers on the probability of success and advisability of pursuit
  • Leverages relationships within customer engineering to profile decision-makers , decision-making criteria, and other qualification variables (e.g., Xilinx champions, receptiveness to competitors, allotted funding, engineering competency)
  • Understands the challenges of complex or esoteric customer platforms, and involves the right architectural and technical resources where deep analysis is warranted
Technical Sales Coordination
  • Conducts convincing proof-of-concept (POC) demonstrations that incorporate customer IP, exhibit design examples, or establish benchmarks
  • Works with System Architects to ensure accurate team communication of the strategic design overview guiding technical decisions
  • Facilitates accurate, up-to-date competitive analysis and positioning among less experienced FAEs

Job Requirements
The candidate must have an understanding of semiconductor basics along with FPGA and ASIC fundamentals gained through minimum of seven years of experience working as a chip designer, field application engineer, or other role closely tied to the development of complex, chip-based systems.  Project management experience and expertise is a must.  Customer interaction and involvement in the sales process are also key attributes needed for the position.  Hands-on design experience with FPGA (Xilinx or Altera) and/or ASIC products with particular emphasis on the design flow will also be beneficial.
The candidate must have the following:
·        Strong interpersonal skills with the ability to rapidly establish rapport and credibility
·        Ability to collaborate across different groups having varying levels of expertise and skill, and a work ethic geared to assist Xilinx field and factory personnel with providing the best overall solution to customers
·        Ability to interact and be persuasive with varying levels of management from working level through VP
·        Capable of leading groups of design and application engineers to assess issues, recommend solutions, and resolve complex issues
·        Be detail oriented with a focus on follow-through and successful execution
·        Working knowledge of industry standard languages and design tools
- Verilog and/or VHDL, C/C++, Perl/Tcl;  simulation, synthesis, implementation, etc.  (e.g. Xilinx ISE, Altera Quartus, Mentor, Cadence …)
·        BS in computer or electrical engineering fields required
·        Russian Language Skills
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