现场销售工程师
Field Sales Engineer
职位详情：
职位描述：
Altera 正在寻找一位经验丰富的现场销售工程师，在中欧和东欧（Central EMEA）地区推动业务增长。根据候选人的背景和业务需求，该职位可能主要专注于以下方向之一：
- 扩大地区覆盖范围、分销客户和渠道合作伙伴的设计胜出；或
- 通过聚焦的需求创造和客户管理计划，开发一组特定的战略客户。
成功候选人将结合技术可信度、商业驱动力和强大的关系建立能力，将客户和市场机会转化为可持续的收入增长。
职位职责
- 制定并执行销售计划，以达成或超越指定的收入和设计胜出目标。
- 识别、评估并追求新的商业机会，包括早期阶段的需求创造和设计胜出活动。
- 通过强大的多层次关系，管理并发展客户账户，必要时包括分销合作伙伴。
- 主导与战略客户和渠道合作伙伴的更广泛的商业关系，包括定价、合同条款、采购承诺、供应期望和问题升级。
- 理解客户需求，并有效展示 Altera 的产品和解决方案。
- 准备并交付销售演示、产品演示、技术方案和商业案例。
- 推动销售周期中的机会，从初步接触和技术参与，到设计胜出、谈判和成交。
- 根据指定的重点，与渠道合作伙伴制定联合业务计划或与战略客户制定客户计划。
- 与现场应用工程、应用工程、市场、产品管理和产品开发团队紧密合作。
- 在 CRM 系统中保持准确的预测、管道数据、机会计划和客户信息。
- 监控行业趋势、竞争活动和市场状况，以识别机会和风险。
- 在客户会议、行业活动、展会和合作伙伴活动中代表 Altera。
- 定期在指定的 Central EMEA 地区进行出差。
任职要求：
- 电子工程、计算机科学或相关技术领域的学士学位。
- 至少 5 年在技术销售、现场应用、客户管理或类似客户面向岗位的成功经验，最好在半导体或嵌入式系统领域。
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Job Details:
Job Description:
Altera is seeking an experienced Field Sales Engineer to drive growth across an assigned territory in the Central EMEA region. Depending on the candidate’s background and the business need, the role may focus primarily on either:
- Growing territory coverage, distribution customers, and channel-partner design wins; or
- Developing a defined set of strategic customers through focused demand creation and account initiatives.
The successful candidate will combine technical credibility, commercial drive, and strong relationship-building skills to turn customer and market opportunities into sustainable revenue growth.
Job Responsibilities
- Develop and execute sales plans to achieve or exceed assigned revenue and design win targets.
- Identify, qualify, and pursue new business opportunities, including early-stage demand creation and design-win activity.
- Manage and grow customer accounts and, where applicable, distribution partners through strong multi-level relationships.
- Own the broader commercial relationship with strategic customers and channel partners, including pricing, contractual terms, volume commitments, supply expectations, and issue escalation.
- Understand customer needs and position Altera’s products and solutions effectively.
- Prepare and deliver sales presentations, product demonstrations, technical proposals, and business cases.
- Drive opportunities through the sales cycle, from prospecting and technical engagement through design win, negotiation, and closure.
- Build joint business plans with channel partners or account plans with strategic customers, depending on the assigned focus.
- Collaborate closely with field application engineering, applications engineering, marketing, product management, and product development.
- Maintain accurate forecasts, pipeline data, opportunity plans, and customer information in the CRM system.
- Monitor industry trends, competitive activity, and market conditions to identify opportunities and risks.
- Represent Altera at customer meetings, industry events, trade shows, and partner activities.
- Travel regularly within the assigned territory in Central EMEA.
Qualifications:
- Bachelor’s degree in Electrical Engineering, Computer Science, or a related technical field.
- At least 5 years of successful experience in technical sales, field applications, account management, or a comparable customer-facing role, preferably in semiconductors or embedded systems.
- Demonstrated success in meeting or exceeding sales targets.
- Strong understanding of FPGAs, SoCs, and related hardware and software design flows is highly preferred.
- Experience with distribution partners, channel ecosystems, strategic accounts, or technology-driven customer programs.
- Excellent communication, presentation, negotiation, and interpersonal skills.
- Strong customer-development, opportunity-management, forecasting, and CRM skills.
- Self-motivated, proactive, commercially minded, and results-oriented.
- Proficiency with CRM systems such as Salesforce and Microsoft Office or comparable tools.
- Fluency in German and English, both written and spoken, is required.
- Willingness to travel frequently within the assigned territory in Central EMEA.
Job Type:
RegularShift:
Shift 1 (Germany)Primary Location:
Berlin, Germany (Remote)Additional Locations:
Posting Statement:
All qualified applicants will receive consideration for employment without regard to race, color, religion, religious creed, sex, national origin, ancestry, age, physical or mental disability, medical condition, genetic information, military and veteran status, marital status, pregnancy, gender, gender expression, gender identity, sexual orientation, or any other characteristic protected by local law, regulation, or ordinance.Originally posted on Himalayas