Business Head EDA Vertical

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.
- Monitoro Pipeline value
- Chance 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 • New 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.:

📌 Business Head EDA Vertical (Bengaluru)
🏢 Aarvi Encon
📍 Bengaluru