[Remote] Principal Sales Account Manager

Note: The job is a remote job and is open to candidates in USA. Onto Innovation is a leader in process control within the semiconductor industry, and they are seeking a Principal Sales Account Manager to drive revenue and service growth in the Eastern US. This role involves developing account strategies, managing customer relationships, and ensuring alignment with Onto Innovation's strategic objectives while navigating complex sales environments.ResponsibilitiesDevelop and execute comprehensive account strategies, including objectives, growth plans, and tactical actions to expand revenue while maintaining margin targetsOwn overall territory performance, balancing focus between large strategic accounts and broader regional customer baseServe as the primary relationship owner for Key Strategic Accounts, building deep, multi-level customer engagement (engineering, operations, procurement, and executive leadership)Manage and grow a diverse portfolio of regional customers, ensuring consistent pipeline development and revenue contributionExpand market presence by developing new customers and strengthening relationships with emerging accountsLead contract negotiations, including commercial terms, pricing strategies, and amendmentsDevelop long-term account plans aligned to customer technology roadmaps and Onto Innovation’s strategic objectivesDrive design wins, tool of record positions, and multi-year growth opportunities within key accountsCoordinate executive alignment and sponsorship for critical customer engagementsProactively identify risks and opportunities within key accounts and mobilize internal teams to respondEfficiently prioritize time and resources across multiple accounts to maximize territory productivityMaintain accurate weekly sales forecasts (rolling six-month outlook) using internal tools (Excel / SharePoint)Ensure all opportunities are properly documented, quoted, and incorporated into the revenue planCoordinate with internal teams (factory, service, applications, engineering) to ensure seamless execution of customer requirementsConduct regular F2F customer meetings, including weekly calls across multiple time zonesProvide detailed sales call reports, action plans, and follow-through on all open itemsIdentify and remove roadblocks to ensure on-time shipments and project successMonitor accounts receivable and support resolution of payment or collection issuesMaintain detailed knowledge of Onto Innovation products and competitive offerings, including positioning strategiesTravel is required as necessary to support customer engagements, critical projects, and business objectivesSkillsBachelor's degree in Engineering, Business, or related field (preferred)7–12+ years of experience in technical sales, account management, or semiconductor capital equipment (or related industry)Proven track record of achieving or exceeding revenue targets in a complex sales environmentStrong understanding of customer operations and decision-making processes within key accountsExcellent communication, negotiation, and relationship management skillsAbility to manage multiple priorities and stakeholders in a fast-paced environmentBenefitsCompetitive salaries and a comprehensive benefits package designed to support you and your familyHealth, dental, and vision coverageLife and disability insurancePTO401(k) with employer matchAccess to our Employee Stock Purchase Program (ESPP)Wellness initiativesCutting-edge toolsCollaborative, inclusive culture where your contributions are valued and recognizedAnnual bonus opportunities and potential long-term incentives tied to both company and individual successCompany OverviewOnto Innovation stands alone in process control with our unique perspective across the semiconductor value chain. It was founded in 2019, and is headquartered in Wilmington, Massachusetts, USA, with a workforce of 1001-5000 employees. Its website is http://www.ontoinnovation.com.