Role & responsibilities

Location: Bangalore

Experience: 20+ Years overall experience, with 12+ years of relevant experience in EDA / Semiconductor / VLSI / Technology Sales

Reporting To: Senior Management

Function: Sales & Business Development EDA Distribution

Employment Type: Full Time

1. Position Overview

We are looking for an experienced and result-oriented Business Head – EDA Vertical to lead and scale our EDA distribution business.

The candidate will have 20+ years of overall experience, including 12+ years of relevant experience in EDA, Semiconductor, VLSI, Electronic Design, or related technology markets, with a proven track record of achieving and exceeding revenue targets.

The position will have end-to-end responsibility for the EDA business, including revenue growth, sales strategy, team management, OEM/channel relationships, customer acquisition, key account management, Government & Defence business, and expansion of the private-sector customer base.

The ideal candidate should have a strong understanding of the EDA market and VLSI industry, established relationships with key customers, and demonstrated success in building and growing technology businesses.

2. Key Responsibilities

A. Business & Revenue Leadership

- Own the P&L; / revenue responsibility for the EDA distribution vertical as assigned by Senior Management.
- Develop and execute the annual EDA sales and business strategy.
- Own revenue targets, sales pipeline, order booking, forecasting and achievement.
- Develop strategies to achieve quarterly and annual revenue targets.
- Identify new revenue streams, markets, customers and technology opportunities.
- Drive business growth through a combination of existing account expansion and new customer acquisition.
- Establish measurable sales KPIs and ensure accountability across the sales organization.
- Provide regular business reviews and revenue forecasts to Senior Management.

B. EDA Market & Business Development

- Develop deep understanding of the EDA ecosystem, VLSI design flow and semiconductor industry.

- Identify opportunities across

- Semiconductor companies

- Fabless companies

- Design services companies

- System companies
- Aerospace & Defence organizations
- Government R&D; organizations

- Electronics and embedded companies

- Universities / research institutions
- Start-ups and emerging semiconductor companies
- Develop strategic account plans for major customers.
- Build relationships with CXOs, CTOs, VPs, Heads of Engineering, VLSI Directors, Procurement Heads and Government decision makers.
- Drive cross-selling and up-selling of EDA products, solutions and services.

C. Government & Defence Business

- Lead the Government, Defence, Aerospace and Strategic Account business for the EDA portfolio.
- Develop relationships with organizations such as Defence PSUs, Government R&D; establishments, academic institutions and other strategic Government customers.
- Understand Government procurement processes, tenders, GeM, rate contracts, RFP/RFQ processes and institutional procurement.
- Work closely with internal sales, pre-sales, FAE and OEM teams for Government and Defence opportunities.
- Build a sustainable Government & Defence sales pipeline and ensure timely conversion of opportunities.

D. Private Sector Business Growth

- Demonstrate strong ownership for growing the private-sector EDA business.




- Develop new accounts and strategic relationships with semiconductor and electronics companies.
- Build an account penetration strategy for large private-sector customers.
- Develop relationships with semiconductor design centres, captive R&D; centres, engineering service companies and start-ups.
- Convert identified opportunities into long-term recurring business.

E. Team Leadership & Management

- Lead, mentor and develop the EDA sales organization.
- Define territory, account and individual sales responsibilities.
- Set individual and team targets and monitor performance.
- Conduct regular pipeline reviews, forecast reviews and performance reviews.
- Build a high-performance culture focused on revenue achievement and customer acquisition.
- Work closely with Sales Managers, Account Managers, Sales Engineers, FAE, Inside Sales and Pre-Sales teams.
- Identify hiring requirements and build the appropriate sales organization as the business scales.
- Coach team members on strategic selling, account management, negotiation and closing.

F. OEM / Principal Relationship Management

- Develop and maintain strong relationships with EDA OEMs / principals.
- Work jointly with principals on annual business plans and revenue targets.
- Develop joint GTM strategies, account plans and customer engagement programs.
- Coordinate with OEMs for technical support, product positioning, demos, evaluations and commercial negotiations.
- Ensure alignment between OEM objectives and the company's revenue objectives.
- Negotiate and manage channel margins, commercial terms, targets and business plans with principals.

G. Sales Operations & Forecasting

- Maintain a robust sales pipeline and opportunity management process.
- Ensure accurate weekly/monthly/quarterly sales forecasting.

- Monitor

- Pipeline value

- Opportunity stage

- Probability of closure

- Order booking

- Revenue

- Collections

- Customer acquisition

- Renewal / recurring business
- Establish CRM discipline across the sales organization.
- Ensure timely reporting to Senior Management.

H. Strategic Partnerships & Market Development

- Identify strategic alliances with semiconductor ecosystem companies.
- Develop relationships with VLSI design houses, semiconductor associations, universities and industry bodies.
- Identify emerging EDA technologies and market opportunities.
- Participate in industry events, conferences, exhibitions and customer forums.
- Represent the company at senior-level customer and industry engagements.

3. Key Performance Indicators (KPIs) The candidate will be measured primarily on:

- Annual Revenue Achievement
- Order Booking Achievement
- Recent Customer Acquisition
- Private Sector Revenue Growth
- Government & Defence Revenue Growth
- EDA Principal / OEM Business Growth
- Sales Pipeline Development
- Forecast Accuracy
- Gross Margin / Contribution
- Customer Retention and Account Expansion
- Team Productivity and Target Achievement
- Collection / DSO Performance
- Strategic Account Development

4. Required Experience & Qualifications

Essential

- 20+ years of overall professional experience.




- Minimum 12+ years of relevant experience in EDA / Semiconductor / VLSI / Electronic Design / Technology Sales.
- Proven track record of revenue ownership and consistent target achievement.
- Demonstrated experience in building and growing a technology sales business.
- Strong experience in Government & Defence business development.
- Proven track record of developing and expanding private-sector accounts.
- Strong knowledge of the EDA market and VLSI design ecosystem.
- Experience managing and developing a sales team.
- Experience working with international technology OEMs / principals is highly desirable.
- Strong CXO-level customer engagement capability.
- Excellent negotiation, presentation and communication skills.

Preferred Educational Background

- B.E./B.Tech in Electronics, Electrical, Computer Science or related engineering discipline.
- MBA in Sales / Marketing / Business Management would be an advantage.

5. Desired Industry Exposure Candidates from the following industries will be considered:

- EDA Software
- Semiconductor Design
- VLSI Design Services
- Semiconductor IP
- Electronic Design Automation
- Semiconductor Equipment / Technology
- Embedded Systems
- Aerospace & Defence Electronics
- Engineering Services

6. Ideal Candidate Profile The ideal candidate should be a business leader rather than only a sales manager.

He/She should have

- Strong entrepreneurial and growth mindset
- Proven ability to build businesses from the ground up
- Strong industry relationships
- Existing network within the semiconductor/VLSI ecosystem
- Strong Government & Defence relationships
- Proven private-sector account development capability
- Ability to engage with CXO-level customers
- Solid commercial and negotiation skills
- Ability to recruit, manage and motivate sales teams
- Strong understanding of EDA products, applications and VLSI design flows
- Ability to translate market opportunities into measurable revenue
- High ownership and accountability for business results

7. Success in the First 12 Months The successful candidate is expected to:

1. Develop and execute the EDA vertical's annual business plan.
2. Establish a strong qualified sales pipeline covering Government, Defence and private-sector customers.
3. Strengthen relationships with existing EDA principals/OEMs.
4. Acquire new strategic customers.
5. Build and strengthen the EDA sales organization.
6. Increase penetration within existing key accounts.
7. Establish a predictable forecasting and sales-review mechanism.
8. Deliver the agreed annual revenue and order-booking targets.
9. Develop a sustainable business model capable of delivering year-on-year growth.

8. Leadership Attributes

- Strategic thinker with strong execution capability
- Result-oriented and revenue-focused
- Strong people leader
- Customer-centric
- Commercially astute
- Excellent communicator and negotiator
- Strong networking and relationship-building skills
- Comfortable dealing with Government, Defence, OEM and CXO-level stakeholders
- High integrity and professional maturity
- Willingness to travel extensively for business development

This is a senior leadership position with significant responsibility for building and scaling the EDA Distribution business. The candidate will be expected to bring robust industry relationships, proven revenue credentials and the ability to build a high-performance sales organization. Preferred candidate profile

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