英伟达Senior Data Center Account Manager - Automotive
任职要求
• 10+ years professional sales experience, including 8+ years of proven sales experience in automotive industry and a track record of working with a wide range of business partners • Extensive experience working in large “virtual” account teams – field application engineer, customer program manager, solution architecture, hardware, software, and leading these teams towards a common vision/ strategy for each account • Demonstrated ability to work in a cross-functional team environment • Must have the ability to thrive in a fast-paced, rapidly-changing environment • Experience and understanding of Data Center is preferred, and understanding of NVIDIA technologies, such as deep learning & computer vision would be a distinct advantage • Deep biz relationship/ experience with automotive OEM and tier-1 customers is highly preferred • Willing to travel as required to meet with partners and lead training and sales support efforts (up to 40-50% of time) • Degree qualified (bachelor’s degree typically required, Master’s/MBA preferred) or equivalent experience Ways to stand out from the crowd: • Excellent verbal and written communication skills with equally good listening and qualification skills. Proficient in both written and oral English • Highly motivated team leader with a mature and positive attitude and a passion for working with customers and partners on driving the sales of NVIDIA technologies and services to meet customers’ business challenges and opportunities • Must be a self-starter, able to work independently and as part of a team • Requires strong negotiating, influencing and interpersonal skills • Positive attitude and always willing to improve continuously
工作职责
Are you a person who loves to work in a fast paced organization? We are now looking for a Senior Account Manager! NVIDIA is facing a rapid growth demand of L2 – L4 autonomous driving in China. We are looking for a senior account manager to cover major auto OEMs. This account manager will work with the team to bring NVIDIA leading edge technologies and solutions to customers. What you’ll be doing: • Overall owner of NVIDIA Automotive OEM Sales in China, chasing design-wins, driving growth initiatives, market share penetration, and solutions-based upsell strategies • Evangelize NVIDIA autonomous driving solutions and bring NVIDIA's core value to auto OEMs and related Tier 1s • Develop and maintain strong customer relationships that involve building relationships at the management level and expanding relationships in customer organization. • Build strategic, effective and actionable account plans that define a clear growth strategy across and within the accounts you will cover • Ensure that teams are well-orchestrated and leveraged around accounts and opportunities, by communicating the strategy for each account, handing off opportunities to team members to allow them to effectively identify and develop opportunities and providing feedback as needed
The Role The Infotainment Product Engineer will work closely with our Radio and Antenna engineering teams to support the launch and sustain the product lifecycle at our regional Service Centers and Gigafactory Shanghai. This role is an essential part of product development teams to understand the Design, Function and Quality metrics of our product. The role will then take this knowledge and work with our Gigafactory teams to protect for the products function and quality before, during and after our vehicle assembly process. This same knowledge will be used to support our Service Centers with any product concerns. This role will also work closely with our suppliers on any related product concerns or improvements. This engineer will be an integral member of our product development team and share the responsibility of holding our innovative product to a high level of customer satisfaction. Responsibilities: • Share the responsibility for the best execution of our infotainment products into our cars to the end of life • Collaborate on the development of multiple products with multiple cross functional teams: Electrical & Mechanical Design, Reliability, Supply Chain, Quality, Manufacturing, and other Engineering Teams • Interface directly with our design teams to clearly understand the hardware and software integration of our infotainment system and its components • Work in a complex and dynamic automotive assembly line and collaborate with the variety of manufacturing teams • Support our Project Managers by maintaining a progress tracking system that details and accounts for the variety of development tasks needed during a product lifecycle • Work with our Suppliers and Supplier Industrialization Engineers on the design, function, quality and launch of our infotainment products • Interpret, document and manage product CAD, drawings and specifications • Understand our product’s reliability, durability and environmental constraints (temp, humidity, vibration) • Support our product homologation and regulatory compliance • Troubleshoot our products, analyze and report potential root causes, and work to implement solutions • Support our Factory Firmware, and Field Service Engineering Teams in debugging our products with relative SW applications • Work with our Product Development, Factory and Service teams in testing our Radio & Antenna products at the component and system level
• Drive revenue and market share growth in a defined territory or industry vertical. • Identify and engage independent customers or any other customers assigned by the company. • Meet or exceed quarterly revenue targets. • Develop and execute a comprehensive account/territory plan. • Accelerate customer adoption. • Maintain a robust sales pipeline and reporting. • Work with partners to extend reach and drive adoption. • Possess the technical ability to explain (but not implement) cloud computing, infrastructure solutions (servers, storage, data center services), and internet architectures (firewalls, load balancers, etc.). • Develop case studies. • Manage contract negotiations. • Develop long-term strategic relationships with key accounts. • Develop account plans for key accounts and territories. • Ensure customer satisfaction (managing pre-sales and post-sales customer experience). A day in the life As you design and code solutions to help our team drive efficiencies in software architecture, you’ll create metrics, implement automation and other improvements, and resolve the root cause of software defects. You’ll also: • Build high-impact solutions to deliver to our large customer base. • Participate in design discussions, code review, and communicate with internal and external stakeholders. • Work cross-functionally to help drive business decisions with your technical input. • Work in a startup-like development environment, where you’re always working on the most important stuff.
• Drive revenue and market share growth in a defined territory of Auto industry vertical. • Identify and engage independent customers or any other customers assigned by the company. • Meet or exceed quarterly revenue targets. • Develop and execute a comprehensive account/territory plan. • Accelerate customer adoption. • Maintain a robust sales pipeline and reporting. • Work with partners to extend reach and drive adoption. • Possess the technical ability to explain (but not implement) cloud computing, infrastructure solutions (servers, storage, data center services), and internet architectures (firewalls, load balancers, etc.). • Develop case studies. • Manage contract negotiations. • Develop long-term strategic relationships with key accounts. • Develop account plans for key accounts and territories. • Ensure customer satisfaction (managing pre-sales and post-sales customer experience). • Expect moderate travel within the region. A day in the life As you design and code solutions to help our team drive efficiencies in software architecture, you’ll create metrics, implement automation and other improvements, and resolve the root cause of software defects. You’ll also: • Build high-impact solutions to deliver to our large customer base. • Participate in design discussions, code review, and communicate with internal and external stakeholders. • Work cross-functionally to help drive business decisions with your technical input. • Work in a startup-like development environment, where you’re always working on the most important stuff.
KEY PURPOSE OF ROLE The Country Security Lead (CSL) for ASML China acts as the local representative of the ASML CISO and protects and secures ASML’s Intellectual property, digital assets and technologies in China, in line with ASML’s Security strategy. The CSL for China develops and implements comprehensive security roadmaps for China, in close alignment with the local sector 1st line Security Risk Managers and the central 2nd line security team, to protect sensitive data against cyber and physical threats and ensures compliance with relevant regulations. ASML manages 1st line security via the sectors which creates a challenge on country level where multiple sectors can be represented. To manage security from a country point of view with local security risk managers reporting into the central sector SRM’s, ASML set up a Virtual Security Team (VST) to bring all relevant (security) representatives together in one virtual team to manage jointly security for China. The CSL forms and drives the Virtual Security Team (VST) in China, consisting of China’s first and second line security representatives and other relevant stakeholders, to improve the level of security maturity in China and report progress to the country’s Management Team. KEY RESPONSIBILITIES Overall: responsible for managing the China security organization on behalf of the CISO of ASML, driving the development and delivery of security services in China. Challenge and verify the adequate performance of security controls in China, against ASML and China risk appetite and as executed by the first line of responsibility in the sectors in China. Strategy: execute the central security strategy as determined by the CISO and adding country specific aspects to it to improve security maturity. Risk management: Collaboration with the 1st line sector SRMs to identify, assess and mitigate security risks, overseeing and reporting via the China Virtual Security Team (VST). Identify improvement opportunities together with the 1st line sector SRMs’ and the 2nd line team in terms of processes and activities. The CSL provides necessary support for improvements and will act in a pivotal role to bring (security) teams together where needed Incident response: overseeing the development of country specific response plans, assuring the timely and thorough handling of security indents under coordination of the central Security Operations Centre Compliance oversight: ensuring adherence to centrally determined or country specific laws and regulations related to information security. Team leadership & capability building: act on behalf of the CISO of ASML and work closely together with the 1st line country SRM’s to define and execute a joined security roadmap for China. Assure the capabilities as required by the central Second Line Security, Intelligence Fusion Centre and Security Operations Center teams are developed and maintained, as well as organizing Security activities related to risk culture and awareness initiatives. Will drive the preparation of a uniform reporting out to the China Country Management Team and align with the CISO and the VST team the agenda for these meetings. Stakeholder engagement: Providing regular updates, in alignment with the local first line sector Security Risk Managers of the VST, to senior management in China on the status of information security in China and the central information security program. Considering the given governance, this will always be in alignment with the respective 1st line SRM. Providing the general security training to all China staff to improve their awareness Some travel will be required to other ASML offices in China, and abroad (+/- 15%) KEY WORKING RELATIONSHIPS External: Security Vendors, Customers, Suppliers, (always in alignment with local account management and procurement teams, Industry Peers and Forums) Internal: ASML China IT, local ASML Sector Security Functions, RBA&S, Legal, Sectors