Business Development Manager – Embedded
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Job Details:
Job Description:
About the role
Altera is seeking a technically credible, customer-oriented Business Development Manager to grow the Embedded business across EMEA. This role will identify and develop new opportunities, deepen relationships with strategic customers and partners, and translate complex embedded-computing requirements into compelling technical and business outcomes.
The successful candidate will operate at the intersection of technology, customers, sales and strategy. You will be comfortable discussing FPGA and SoC architectures with engineering teams, shaping value propositions with product and technical marketing, and building executable account plans with Field Sales and Field Applications Engineering.
The role has particular relevance to industrial automation, robotics, machine vision, edge AI, embedded networking and other high-value embedded applications. Success requires a business-development mindset: creating demand, opening doors, developing partners, qualifying opportunities and converting technical engagement into design wins and long-term revenue.
What you will do
- Build and execute an EMEA business-development plan for Embedded applications, prioritizing target accounts, use cases, partners and market opportunities.
- Develop trusted relationships with engineering, architecture, product management, procurement and executive stakeholders at OEMs, system integrators, distributors and ecosystem partners.
- Work closely with Field Sales, FAE, Solutions Architecture, Product Marketing, R&D and corporate marketing to create and advance qualified opportunities.
- Lead customer discovery: understand system architectures, technical pain points, product roadmaps, competitive positions, qualification requirements and business drivers.
- Translate customer requirements into actionable opportunity plans, including the right Altera device family, IP, software, development tools, reference designs, partners and technical resources.
- Drive technical and business workshops, executive briefings, proof-of-concept discussions, demonstrations, design reviews and follow-up actions.
- Create and maintain account plans, opportunity maps, pipeline reviews, engagement plans and clear next steps with owners and dates.
- Identify gaps in Altera’s product, IP, software, documentation or enablement portfolio and bring prioritized customer feedback back to the appropriate teams.
- Build partner-led routes to market with distributors, design houses, IP providers, embedded-computing companies, robotics specialists and industrial-automation ecosystems.
- Support competitive displacement and design-win campaigns by articulating differentiated value around performance, power, flexibility, time to market, lifecycle, safety, security and total cost of ownership.
- Develop customer-ready content such as solution briefs, business cases, presentations, use-case narratives and technical positioning.
- Represent Altera at customer visits, partner meetings, industry events, technical workshops and trade shows across EMEA.
- Track results and communicate progress against pipeline creation, design wins, revenue, customer engagement and partner-development goals.
Qualifications:
Required Skills and Experience
- Demonstrated 5+ years’ experience in business development, strategic account development, technical sales, applications engineering, product marketing or a related role in embedded computing, semiconductors or electronic systems.
- Solid technical foundation in one or more of the following: FPGAs, SoCs, embedded processors, programmable logic, real-time systems, embedded software, high-speed interfaces, industrial networking, computer vision, robotics, edge AI or system architecture.
- Ability to understand and explain system-level trade-offs involving performance, latency, power, cost, flexibility, reliability, functional safety and security.
- Proven ability to engage credibly with technical customers while also communicating value to business and executive stakeholders.
- Experience working effectively with Field Sales and Field Applications teams to create account strategies, coordinate customer engagement and progress opportunities.
- Evidence of a proactive, opportunity-creation mindset rather than a purely reactive support orientation.
- Strong commercial judgment, including the ability to assess market potential, competitive risk, customer value and the resources required to win.
- Excellent communication, presentation, negotiation and stakeholder-management skills.
- Ability to manage multiple opportunities across countries, cultures and stages of the customer lifecycle.
- Willingness to travel regularly across EMEA to meet customers, partners and sales teams.
- Bachelor’s degree in electrical engineering, computer engineering, computer science or a related technical discipline; advanced technical or business education is a plus.
Preferred Skills and Experience
- Experience with industrial automation, motion control, robotics, machine vision, medical equipment, broadcast and Pro AV, test and measurement, embedded networking or related OEM markets.
- Familiarity with standards and technologies such as Ethernet and TSN, PCIe, DDR, MIPI, JESD, display and video interfaces, ROS/ROS 2, AI inference or safety/security architectures.
- Experience taking an opportunity from early market discovery through proof of concept, design activity, production selection and revenue ramp.
- Existing relationships with EMEA OEMs, system integrators, distributors, technology partners or industry associations in embedded and industrial markets.
- Professional fluency in English; Advantageous is the ability to speak German, French, Italian or another European advantageous.
How success will be measured
- Qualified EMEA pipeline created and advanced in priority embedded applications.
- New customer and partner engagements established at engineering, architecture and executive levels.
- Growth in design-win activity and competitive takeout opportunities.
- Conversion of customer requirements into actionable product, solution and enablement priorities.
- Quality and consistency of account plans, opportunity reviews, customer follow-up and sales interlock.
- Revenue, margin and long-term business growth from supported opportunities.
- Strong internal reputation as a dependable technical and commercial partner to Field Sales, FAE, engineering and marketing.