Production Partner Senior Manager

4 weeks ago

Cambridge Cambridgeshire, United Kingdom IAR Full time

Job Description

The Production Partner Senior Manager role is an exciting role focussed on growing the current customer revenue stream by being a commercial production partner and demonstrating technical capability to understand the customers priorities and challenges. It creates the engagement strategy for new and existing production partners, contract manufacturers and electronic distributors.

The role acts as the primary liaison between IAR and our customers by taking a commission from every embedded device produced using IAR’s security technology.

Main responsibilities

Production Partner Engagement Strategy (for production partners and electronic distributors)

  • Working with the Management team of ESS, and the wider group, to identify critical criteria required to successfully engage and grow production partnerships.
  • To assist in the development and delivery of the promotion of ESS production technology (Go-To-Market plan).
  • To identify new production partners and partnership to exploit the Volume Production technology.
  • To implement strategic and operational plans to successfully reach and engage with ecosystem production partners.
  • Identify new and adjacent revenue opportunities within the embedded systems security domain.

Production Partner Onboarding

  • Promoting the benefits of ESS technology to production partners.
  • To successfully negotiate production partner contracts and agreements including the financial terms.
  • Enabling the initial integration of ESS technology with the production partners’ technology and clearly reporting on status of the integration, breaking down and addressing technical and commercial issue barriers.
  • To educate and enable production partners to drive revenue through the use of ESS technology (this includes marketing and training).
  • To work with production partners and Marketing departments to identify and promote IARs services / tools.
  • Support production partner input into current roadmap and requirements.
  • Work closely with the Security Solutions Enablement Manager and technical subject matter experts, involving them in any production partner commercial discussions in order to support their technical leadership with production partners.
  • To maintain financial projections of the ESS revenue contribution from each production partner.
  • To ensure that the revenue collection processes are defined and adhered to for each production partner.

Production Partner Operations

  • Managing IAR’s products through Export control
  • Overseeing internal Production House review
  • Manage external meetings with Production partners.
  • Develop the relationships with Silicon Partners, supporting them to promote the products and solutions and regularly liaise with them to grow the accounts.
  • Setting exception on NRE to the global sales team
  • Working alongside the General Manager and setting expectations to the global sales team on manufacturing volume rate's structure
  • Contract and NDA management with IAR, Uppsala
  • Liaison between production partners and IAR on Licence agreements
  • Quarterly production revenue management, with production partners and Salesforce. Preparation of KPIs and valuation of production backlog.
  • Working with IAR’s Marketing team, align the got to market strategy with Production partners and IAR sales
  • Maintain the generic production presentation material.
  • Maintain and updating the customer focused material.

Enablement of Revenue from OEMs through production partners

  • To work with the existing IAR sales teams to identify opportunities for OEMs who will use partner production capabilities.
  • To promote the capabilities of IAR production systems and production partners to OEMs.
  • To support the deal making between OEMs and production partners to enable volume production.
  • To work with the General Manager to identify if any development work is required in order to enable the OEM to be successful and ensure that this is known as part of an deal.
  • To work with both the production partners and sales team to ensure that an OEMs transfer to volume production is successful (this will include working with FAEs to ensure the customers process if followed and any issues are resolved in a timely manner).
  • To support the generic sales of security solutions in the UK.
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