BS Degree or equivalent, MS preferred 10+ years of industry experience in EDA or IC Functional Verification Customer-facing experience in sales (technical sales or pre-sales AE) Market and industry knowledge in Functional Verification IC Hands-on experience in Functional Verification IC includes Digital Simulation, coverage, Formal Techniques, Static Verifications (CDC) and Verification IP (VIP) Prospecting and discovery skills Creating and executing Demand Creation activities or campaigns Develop and manage technical campaigns to successful closure Customer relationship and expectations management skills Strong communication and planning skills Proactive self-starter with a focus on best practices to achieve results Motivated team player/leader with ability to manage indirectly Develop the overall product strategy along with the field technical management to achieve business targets and strategic objectives. Business targets and strategic objectives are defined by sales management in conjunction with the product division. The strategy to achieve those business targets requires the construction of a top-down and bottom-up plan account by account within a territory (including calling out strategy to capture unidentified business in that territory) Define technical account engagement plans and campaigns necessary to achieve the results. The strategy and plans for each account must be approved by the Account Manager. Lead and manage the account specific campaigns for the specific product line. Ensure understanding of all elements of any technical campaign - decision process, success criteria, committed usage upon success, run rate impact, AE resources required and, of course, solving the customer’s problem. Establish regular meetings with specific customer management to support successful campaigns Align with account team on business opportunities and build up the engagement tracking mechanism to ensure ability to summarize data and communicate progress vs plan across multiple accounts effectively Define, track and report the priorities for all engagements at every stage and communicate closely with technical management helping to prioritize engagements and short vs. long-term objectives Build strong customer relationships to enable establishment of strategic relationships for Mentor in product / technology Serve as the key field resource to summarize competitive threats and opportunities