Business Development Manager_SFS

【Summary】
The Business Development Manager for Semiconductor Fab Solutions (SFS) products is responsible for driving growth with key semiconductor customers by identifying new applications, scouting relevant technologies, shaping the technical roadmap, and generating competitive intelligence to strengthen ZEISS's market position.

【Job Responsibilities】

• Technology Scouting
• Continuously scan the market for technologies, process trends, and equipment needs relevant to SFS products in the semiconductor ecosystem.
• Collaborate with R&D, product management, and application teams to translate technology trends into product and application opportunities.

• New Application Identification
• Identify, qualify, and prioritize new application opportunities for SFS products within front end, back end, and advanced packaging workflows.
• Engage with customer engineering and process integration team to understand requirements and pain points.
• Define use cases, value propositions, and business cases for new applications, including USP and differentiation versus competitors.
• Support demo planning, evaluation projects, and application proof of concepts together with technical and application teams.

• Technical Roadmap Alignment & Meetings
• Organize and lead regular technical roadmap meetings with key customers
• Align customer roadmaps with ZEISS SFS product roadmap, identifying gaps, required features, and future joint development opportunities.
• Consolidate and communicate customer roadmap inputs to internal stakeholders (product management, R&D, marketing, sales).

• Competitive Intelligence
• Collect and analyze competitive information on products, solutions, pricing, and positioning in the SFS domain.
• Prepare regular competitive intelligence reports.

• Business Development & Account Support
• Support Account Managers from sales department with opportunity qualifications and deal strategy.
• Contribute to customer presentations, proposals, and negotiations by articulating the technical and busi-ness value of SFS solutions.
• Represent ZEISS SFS at selected industry events, conferences, and customer workshops.