Strategic Business Developer (IST, Austin, TX or North Reading, MA)

We are the global test and automation specialists, powering next-generation technologies through sophisticated solutions. Behind every electronic device you use, Teradyne's test technology ensures your device works right the first time, every time! Our portfolio of automation solutions help manufacturers to develop and deliver products quickly, efficiently and cost-effectively. Together, Teradyne companies deliver manufacturing automation across industries and applications around the world!

We attract, develop, and retain a high-performance workforce, comprised of people with diverse backgrounds and a shared drive for excellence. We strive to foster a positive and inclusive work environment that helps employees, and communities, thrive.

Opportunity Overview 
Teradyne is seeking an experienced Business Development Manager to grow our Storage product line through deep, direct engagement with a small, strategically important set of customers.  The role reports to senior management and is engaged across the organization to achieve customer-focused goals for our Storage product line.

As the Business Development Manager in our Integrated System Test Division, you will work with Field Product Specialists, Product Managers and Global Customer teams to deepen existing partnerships and develop new business opportunities. This is a depth-over-breadth role: you will carry a concentrated account portfolio where a handful of customers represent the majority of divisional revenue.

A Different Kind of Commercial Role

This is not a high-volume, wide-territory sales position. You will own a small, carefully selected group of accounts and be measured on the depth of those relationships rather than the number of them. Success requires intimate knowledge of each customer’s technology roadmap, organization and decision-making process — and enough presence with them to be treated as an extension of their team. Expect long horizons, high stakes per account, and direct access to senior technical and business decision-makers.

In this role you will:

• Be a key part of the sales process, design-in opportunities, and other customer facing engagements, especially new product promotion and new design-in opportunities for the storage product line.
• Own the business development strategy for a concentrated portfolio of strategic storage accounts, where a small number of customers drive the majority of revenue.
• Build and sustain intimate, trust-based relationships at every level of the customer organization — from test and design engineers to operations, procurement and executive sponsors.
• Act as the customer’s trusted advisor on system-level test strategy, cultivating long-term partnerships rather than transactional business.
• Identify customer needs, short-term and long-term.
• Provide technical direction to the product roadmap.
• Communicate customer feedback internally to enhance existing products.
• Negotiate and structure multi-year agreements, partnership models and strategic programs with a limited number of high-value accounts.
• Develop marketing tools for successful product introductions.
• Assess market penetration, and product positioning to drive competitive advantage, revenue and market share.
• Contribute to market research, monitor competitive activity across a small, well-defined customer and competitive landscape.

All About You
We seek individuals who share our passion and determination. Our commitment to customer success drives us to go the extra mile. If you’re ready to join us in this mission, take a closer look at the minimum criteria for the position. 

• Bachelor’s degree in Electrical, Computing or Systems Engineering with a strong business background or related field OR equivalent experience; MBA is preferred
• 10+ years of experience in business development, strategic account management or capital equipment sales within electronics and/or electronic test
• Technical knowledge of test equipment, for example as product, test, or applications engineer
• Proven track record building and sustaining intimate, multi-level relationships with a small number of strategic accounts over multiple years
• Experience negotiating complex, multi-year agreements, partnerships and strategic programs
• Demonstrated ability to collaborate internally across departments sales, engineering, marketing and finance
• Strong communication, organizational and multi-tasking ability
• Strategic thinking, planning and execution
• Comfort operating with long sales cycles and ambiguity, where relationship equity rather than transaction volume drives results
• Ability to travel of up to 50% of the time (domestic and international)
• Must be able to carry auto liability or minimum insurance due to automotive responsibilities 

This position is not eligible for visa sponsorship.

Compensation:
The base salary range for this role is $121,300-$194,100. This range is a good faith estimate, and the amount of base salary will correspond with experience and skill set. This range can also fluctuate depending on demand and location.

Incentive Plan: This job is eligible for discretionary bonus(es) based on financial performance.

Benefits

Teradyne offers a variety of robust health and well-being benefit programs, including medical, dental, vision, Flexible Spending Accounts, retirement savings plans, life and disability insurance, paid vacation & holidays, tuition assistance programs, and more.  Please click here to see details. 

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