KLA Careers

Regional Product Marketing Manager

Company Overview

Calling the adventurers ready to join a company that's pushing the limits of nanotechnology to keep the digital revolution rolling. At KLA, we're making technology advancements that are bigger—and tinier—than the world has ever seen.

Who are we?  We research, develop, and manufacture the world's most advanced inspection and measurement equipment for the semiconductor and nanoelectronics industries. We enable the digital age by pushing the boundaries of technology, creating tools capable of finding defects smaller than a wavelength of visible light. We create smarter processes so that technology leaders can manufacture high-performance chips—the kind in that phone in your pocket, the tablet on your desk and nearly every electronic device you own—faster and better. We're passionate about creating solutions that drive progress and help people do what wouldn't be possible without us.  The future is calling. Will you answer?

Group/Division

The Customer Group (CG) team is our field based, customer facing organization consisting of Sales, Marketing, Applications, Finance, Human Resources, Facilities & IT.  They partner closely with our customers to provide a comprehensive portfolio of products, services, software and expertise, to help them manage yield throughout their fabrication process—from research and development to final volume production.  Responsibilities of this group include maintaining strategic client relationships, identifying and closing sales opportunities, ensuring our products meet performance capabilities & expectations, providing critical solutions for improved yield performance, and collecting requirements for future products by understanding customer processes and technology trends.  Partnering with our service organization and factory divisions, this diverse and dynamic team helps ensure alignment between customer needs and corporate offering to maintain a high level of customer satisfaction.  

Responsibilities

 

1. Technical Product Knowledge - Understands the basic theory of operations and core technology for a product. Ability to describe key subsystems, components and features and can lead discussion and chalk talks. Can technically articulate the historical product roadmap through the current product release and future products (when applicable).

2. Customer Applications and Use Cases - Understands how and why the customer uses the product and what decisions are made with the output. Understands and can articulate the customer roadmap and how it will impact the KLA sales cycle. 

3. Product Role and Function in Semiconductor Manufacturing Process - Understands and gathers information on the larger view of how the product fits into the customer's manufacturing process and workflow. This includes sampling strategies, capacity requirements, and analysis methodologies. Understands and can tailor KLA capacity and Value ROI models to customer's situation to benefit the sales process.

4. Product set-up and recipe creation requirements - Has an understanding of recipe setup and optimization. Understands how, when and where to use product features / options to maximize value of data output.

5. Product Use Cases - Understands all tool applications, use cases and capabilities. Promotes and aligns customer use cases with best known methods and identifies where products and features can be inserted in customer work flow.

6. Account / Customer Management - Builds strong technical relationships with key customers. Is seen as a technical expert and advocate.

7. Product Demo Support - Primary field point of contact and organizer of the product demo. Understands and communicates internally the content, success criteria, competitive presence, and timing requirements for product demo. Is able to influence and structure the customers requirements to maximize demo success. Accompanies customer to HQ.

8. RFQ and STR response process - Field owner for RFQ and STR responses. Generates initial technical response and routes Factory Automation and Commercial sections appropriately. Works directly with Division Product Marketing in order to finalize technical specification responses. Responsible for capturing and negotiating all STRs required to secure FPA.

9. Project Management - Technical leader and owner for key projects; such as Product Demos, Evaluations, H2Hs, betas.

10. Negotiation skills - Is an effective negotiator and has the ability to influence the customer requirement to benefit the sales process. Participates in technical negotiations such as RFQ & STR.

11. Sales Process - Understands and is engaged in the KLA sales process. Has strong understanding of Customer Sales cycles and process. Shares ownership for bookings and sales strategies with account managers. Participates in Blue sheet reviews and develops single page business strategies, Value/People, SPIN, etc.

12. Product Marketing and Marketing Best Practices - Align w/ Division Product Marketing best practices relevant to the supported product. Actively pursues and stays up-to-date on current best known methods for application of product to customer issues.

13. Technical Sales Support - Able to build technical & economic arguments to support the sales process through the use of capacity models and COO models and compare with competition. Ability to articulate product value messages. Requires partnering with Marketing and Sales and effectively working in a matrix environment.

14. Product Presentation Expert - Able to create and present a tailored Product Marketing presentation effectively, and articulate value proposition specifically for that individual customer's need / situation.

15. Customer manufacturing process knowledge - Broad view of customer Manufacturing / Process Technology and associated KLA product roles in that process. Understanding of Semiconductor Manufacturing Process Modules (Photolithography, Etch, Thin Film Deposition, Diffusion, Implant, CMP, and Metal Deposition).This is a Development skill to be cultivated for advancement.

 

Qualifications

Bachelor of Science or higher degree in Engineering, Physics, Material Science or Electronics.

Prior experience should be at least 8 years of work experience in a semiconductor wafer fab as customer tool owner or process engineer or as an advanced semiconductor applications engineer.

Additional background in Product Marketing or Sales is desirable.