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Director of Sales & Business Development

The Opportunity

Lumerical is looking for a Director of Sales & Business Development to join the company and provide leadership on global customer account management, business development, strategic partner relationship management, and sales channel management. The Director S&BD will lead the sales team and work closely with all the customer-facing teams in the company – including Marketing, Support, Applications Engineering, and Customer Experience – and will participate in transformational initiatives, including expanding the company’s product/service portfolio and its strategic partner network, to capitalize on emerging market opportunities and accelerate growth.

Accountable for overall business growth, the Director S&BD will need to develop the direction and culture of the sales team to deliver on the ambitious growth objectives of the company. The successful candidate will be a dedicated team player who is tolerant of risk and uncertainty, thrives in a highly-technical, collaborative environment and has significant experience leading teams in pursuit of rapidly-evolving and technologically-demanding market opportunities. This role requires bold leadership, excellent team building and change management skills, and an ability to work collaboratively with other leaders within the company to define, implement and execute on the overall business strategy.

Responsibilities

Reporting to the Chief Operating Officer, the successful applicant will be responsible for:

Defining and Executing Strategy
  • Translating the company’s vision into actionable business and sales strategies that position the company for continued success
  • Support Marketing in expanding the company’s product and service offering to establish a sustainable competitive position in the marketplace and capitalize on current and emerging high-growth applications within the field of photonics
  • Communicating the company’s product vision and strategy in bold and persuasive terms to actively engage, motivate, and direct the internal and external sales teams

  • Business Development and Relationship Management
    • Crafting business development plans and objectives that ensure the overall success of our business – measured by revenue growth, order backlog and other key performance metrics – across industry, customer segment, product line, and geography
    • Pursuing key account business opportunities pro-actively, introducing the team to decision makers within those accounts to win them and seed them for strong future organic growth
    • Collaborating with the entire customer-facing team to coordinate and align efforts aimed at ensuring a best-in-class experience for the company’s customers
    • Identifying, recruiting, and winning over strategic partners within the photonic design ecosystem to build high-value, customer-centric solutions
    • Acting as an ambassador for the company by actively representing the company at a senior level externally with partners and strategic customers

    • Organizational Design, Mentoring and People Development
      • Guiding continued development of the sales team’s organizational structure, systems, and processes to ensure the necessary infrastructure is in place to support continued growth
      • Recruiting, developing, and retaining a cohesive, high-impact sales team
      • Instilling a culture of excellence by developing a high-quality team able to undertake ambitious assignments and drive superior performance
      • Qualifications

        The successful candidate will have:
        • Several years of sales experience within an EDA or engineering simulation software company
        • A bachelor’s degree in electrical engineering or related field; a graduate-level degree would be an asset
        • Demonstrated success in designing and selling high-value customer solutions and winning the necessary partners to realize the opportunity
        • Strong business acumen and a successful record in increasingly senior management roles of delivering profitable, organic growth of a company or division
        • Excellent interpersonal skills, particularly with communicating at a senior level both within and outside of the organization to generate buy-in for adopting a new technology
        • The ability to travel internationally up to 25% of the time

        • The ideal candidate for this role is:
          • A high-energy achiever who aims to exceed targets and expectations, and who has operated within multiple different customer-facing functions
          • A strategic thinker who embraces team empowerment and a collaborative approach to business development
          • An entrepreneurial leader with demonstrated change management experience, able to lead cross-functional, international teams and encourage managers to institute change when needed
          • A strong communicator with a passion for the business and communicating this to internal and external stakeholders as well as the wider community
          • Familiar with photonics, the industries in which it is employed, and the opportunities it presents
          • Familiar with the semiconductor IP business and its role within the EDA industry
          • Company Overview

            Lumerical develops photonic simulation software - tools which enable product designers to understand light, and predict how it behaves within complex structures, circuits, and systems. Photonics, the science of light and its interaction with matter, unlocks many possibilities for the world’s leading technology companies across diverse fields including biotechnology, data communications, information storage, solar energy, environmental sensing, and consumer electronics.