Regional Account Development Manager - West

Role Title: Regional Account Development Manager

Location: Remote, US – Candidate to be located in Western United States (generally West of Denver) and able to travel to customer locations in this region.

This person must have OSAT semiconductor sales experience, selling semiconductor services to Military/ DOD/ Aerospace customers.

At Tektronix, we believe innovation starts with our customer. This approach has led us to a seventy-five-year history of delivering outstanding solutions to customers in virtually every industry. Our inclusive engineering culture is hardworking, inquisitive, and always eager to learn and grow. We are customer obsessed in our daily work, and continuously strive for improvement to conceptualize the best solutions possible. We are an ever-evolving team that is always looking for opportunities to develop people and resolve tough problems together.

Position Summary

The Regional Key Account Manager is responsible for driving revenue growth across an assigned western US geographic territory by acquiring strategic new customers, expanding penetration within targeted accounts, and nurturing long-term relationships with key stakeholders. This role blends regional business development, strategic account management, and proactive sales execution to increase market share and deliver exceptional customer value.

The ideal candidate is a self-driven, results-oriented sales professional with a proven track record in new logo acquisition, territory development, and managing complex technical accounts.

Responsibilities

Territory & Account Strategy

• Develop and execute a comprehensive regional sales strategy focused on high-potential industries, strategic target accounts, and whitespace opportunities.
• Identify, prioritize, and pursue new customer acquisitions within the assigned territory, including both direct engagements and opportunities through prime contractors, strategic partners, and industry alliances.
• Build and maintain strong, multi-level relationships with key decision-makers, engineering teams, procurement groups, and influencers across the region.
• Create and manage account development plans that outline growth strategies, competitive positioning, and long-term expansion opportunities.
• Serve as a regional industry expert, providing insights and thought leadership to differentiate the company’s offerings.

New Business Development & Sales Execution

• Achieve and exceed regional sales targets for the full portfolio of Tektronix CSO’s semiconductor assembly and test services.
• Proactively generate leads, cultivate new relationships, and drive the full sales cycle—from prospecting and qualification to proposal development, negotiation, and close.
• Expand footprint within strategic target accounts by identifying new programs, applications, and business units to engage.
• Support contract and pricing negotiations to ensure mutually beneficial agreements aligned with company objectives.
• Collaborate with internal cross-functional teams (engineering, operations, marketing, finance) to deliver tailored customer solutions and ensure seamless execution.
• Maintain accurate and timely documentation of all sales activities, pipeline updates, and customer interactions within the CRM system.

Market Intelligence & Customer Advocacy

• Monitor regional market dynamics, customer trends, competitive activity, and emerging technologies to inform strategic decisions and internal planning.
• Act as the “voice of the customer,” advocating for customer needs while balancing business priorities and operational capabilities.
• Represent the company at regional industry events, conferences, and tradeshows to build brand presence and cultivate new relationships.
• Provide ongoing feedback to internal teams to support product roadmap development, capability enhancements, and strategic planning.

Qualifications

• Bachelor’s degree in business, engineering, marketing, or a related field.
• Minimum of 10 years of experience in sales, with a strong track record in business development and account management (experience with OSAT customers seeking ‘outsourced semiconductor assembly & test’ services preferred).
• Demonstrated ability to drive new business growth and deliver results through process-oriented, data-driven sales methods.
• Excellent communication, negotiation, and problem-solving skills.
• Strong analytical skills and the ability to translate technical information into compelling customer value propositions.
• Highly self-organized, autonomous, and able to manage multiple priorities in a fast-paced environment.
• Proficient in CRM systems (Salesforce preferred) and Microsoft Office Suite.
• Willingness to travel extensively (up to 75%) as required by the role.

Critical Behaviors & Success Measures

• Builds trust and long-term relationships with customers and partners.
• Operates with integrity and high ethical standards.
• Anticipates and addresses customer needs proactively.
• Achieves forecast accuracy and sales growth targets.
• Delivers high customer satisfaction and account retention.