Account Operations Manager Jobs in California

Position Summary

Position Summary:

To drive revenue growth of Parker Electromechanical (EM) solutions with Semiconductor Tool OEMs across front-end and back-end markets. This role is primarily a position aimed for building new design-in opportunities and expanding share, evolving into a strategic, multi-year account leadership role. Success requires comfort with long sales cycles (6–24 months), high autonomy, resilience, and the ability to influence complex internal stakeholder groups without formal authority.

Scope/Supervision and Interaction:

____ Has Direct Reports __X__ Does Not Have Direct Reports

Essential Functions:

Account Strategy & Account Mapping

• Own and execute the commercial strategy to identify, develop, and win Parker Electromechanical business at designated strategic semiconductor equipment customers.
• Influence early-stage tool architecture decisions to design-in Parker EM products and drive sustainable growth through global account management, strong internal coordination, and disciplined pipeline/forecast execution.
• Establish relationships with key decision makers and technical influencers to drive early engagement (concept, architecture, prototype, qualification).
• Promote Parker EM capabilities with focus on motion control value, reliability, and total cost of ownership.
• Coordinate technical alignment and proposal positioning to support design-in and specification pull-through.
• Build and maintain comprehensive account maps for each OEM, including:
  • Business units, tool platforms, and global sites
  • Organizational charts for engineering, procurement, quality, operations, program management, and executive stakeholders
  • Competitive landscape and incumbent positions
• Develop account plans that define target programs, value propositions, and win strategies aligned to customer roadmaps.
• Manage account activities across regions and customer sites; align global strategy with local execution.
• Ensure consistent messaging, pricing discipline, and opportunity governance across geographies.
• Lead commercial discussions, including pricing, scope, and contract terms; support or lead supply agreements/negotiations with ECM and other stakeholders as applicable.
• Manage escalation paths and facilitate timely resolution of commercial roadblocks.

Opportunity Pipeline, Forecasting & Commercial Execution

• Create, qualify, and advance opportunities through a disciplined sales process; manage 6–24 month sales cycles with clear milestones.
• Own pipeline health, forecast accuracy, and regular updates to internal stakeholders.
• Maintain a centralized, auditable repository of customer and opportunity information in Salesforce and/or SharePoint (e.g., contact strategy, meeting notes, opportunity stage, quotes, risks, next steps).
• Develop and maintain sales enablement assets to educate internal and external stakeholders on the market, tools & processes, the Parker EM value proposition, differentiation, and success stories.

Voice of the Customer (VOC) & Market/Technology Trends

• Drive structured VOC collection and translate insights into actionable internal requirements (product, service, supply chain, quality).
• Track and communicate industry and technology trends impacting motion systems, including:
  • Semiconductor capital equipment cycles and OEM platform strategies
  • Relevant SEMI standards and ecosystem developments
  • Competitive positioning and technology shifts affecting EM adoption

Cross-Division / Matrix Coordination (Parker Divisions & PSOs)

• Lead coordination across Parker divisions and Parker Sales Offices (PSOs) as needed to align account coverage, solution scope, and execution.
• Orchestrate internal resources (applications engineering, product management, quality, operations, supply chain, pricing) to deliver customer outcomes.
• Navigate and maintain customer supplier portals and required reporting workflows.
• Ensure timely completion of customer-requested documentation and program updates in coordination with Parker internal teams.
• Leverage knowledge and wins from other Parker groups / divisions

Qualifications:

Required Qualifications / Skills

• Bachelor's degree in technical or business discipline, engineering degree preferred
• 5 or more years in strategic sales or business development experience to Semiconductor Tool OEMs.
• Proven experience in B2B technical sales or strategic account management with complex, long-cycle opportunities.
• Demonstrated sales capability: prospecting, opening doors, building demand, and winning competitive pursuits.
• Working knowledge of motion control concepts and electromechanical solution positioning (ability to converse credibly with engineering).
• Fluency in the semiconductor tool OEM environment (front-end and/or back-end), including stakeholder dynamics and program lifecycle.
• Strong competence in pipeline management and forecasting; disciplined use of Salesforce (or comparable CRM).
• Ability to influence without authority across matrixed organizations; strong collaboration and internal orchestration skills.
• High autonomy, resilience, and persistence; ability to manage ambiguity and setbacks constructively.
• Strong written and verbal communication; ability to build customer-ready narratives and presentations.
• Experience selling Electromechanical / Mechatronic motion solutions into semiconductor equipment applications (e.g., precision positioning, automation subsystems). Preferred
• Familiarity with SEMI ecosystem considerations and how standards/market trends affect tool design decisions. Preferred
• Experience with supplier portals, OEM procurement processes, and global account coordination. Preferred
• Exposure to commercial agreements, negotiation strategy, and supplier contract frameworks. Preferred
• Experience coordinating multi-division offerings and influencing in a matrix environment. Preferred

Pay, Benefits, Work Schedule

Competitive Compensation

• Pay Range: $106490 to $177635 annually
• Participation in Annual Incentive Program

Benefit & Retirement Plans

Parker offers competitive benefit programs, including:

• Comprehensive coverage for medical, prescription drugs, dental, vision, voluntary optional life, accident insurance, hospital indemnity insurance and critical illness insurance with competitive premium cost.
• 401(k) Plan with company matching contributions at 100% of the first 5% of pay.
• Company provided defined-contribution retirement plan with annual contribution equal to 3% of pay.
• Career development and tuition reimbursement.
• Other benefits including paid parental leave, short and long-term disability programs, adoption assistance, a Care.com membership and financial planning assistance are provided at no cost to you.
• Supplemental benefit programs including identity protection, legal protection, and pet wellness are available at competitive rates.
Paid Time Off and Company-Paid Holidays.

Equal Employment Opportunity

Parker is an Equal Opportunity and Affirmative Action Employer. Parker is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job related reasons regardless of race, ethnicity, color, religion, sex, sexual orientation, age, national origin, disability, gender identity, genetic information, veteran status, or any other status protected by law. However, U.S. Citizenship, Permanent Residency or other appropriate status is required for certain positions, in accord with U.S. import & export regulations.

(“Minority / Female / Disability / Veteran / VEVRAA Federal Contractor”)

If you would like more information about Equal Employment Opportunity as an applicant under the law, please go to Employees & Job Applicants | U.S. Equal Employment Opportunity Commission