Note: The job is a remote job and is open to candidates in USA. Solstice Advanced Materials is seeking a Lead Account Manager for Thermal & Assembly Solutions (TAS) to drive commercial growth and customer engagement in the Datacenter and AI infrastructure sectors. The role involves managing strategic accounts, coordinating cross-functional teams, and ensuring successful customer relationships while focusing on pipeline growth and execution of commercial strategies.
Responsibilities
- Own full commercial responsibility for assigned Datacenter accounts (e.g., hyperscalers, AI platform companies, ecosystem partners)
- Drive revenue growth, pipeline development, and long-term supply agreements
- Lead pricing, negotiations, and commercial strategy aligned with TAS growth objectives
- Expand share of wallet across TIMs, heat spreaders, and advanced packaging solutions
- Act as the Sales lead in the triad (Sales–BD–R&D/TS) with joint accountability for customer success
- Coordinate tightly with: BD: early engagement, roadmap shaping, and architecture influence; TS/R&D: technical credibility, qualification, and issue resolution
- Ensure alignment on: Account priorities and growth roadmap; Program milestones and design-in strategy; Resource allocation and escalation
- Serve as the single commercial coordinator ensuring internal alignment and external clarity
- Build executive-level and working-level relationships across engineering, procurement, and operations
- Lead: Quarterly business reviews (QBRs); Commercial discussions and contract negotiations; Cross-functional workshops with customers
- Maintain a unified and coordinated customer interface across all TAS functions
- Drive early engagement with customers to influence specifications before design freeze
- Own pipeline from early engagement → design-in → qualification → production ramp
- Improve: Design win rates, pipeline conversion and time-to-qualification
- Focus on solution selling, not product selling, particularly in advanced packaging and thermal management for AI/datacenters
- Lead internal coordination across: Technical Service / Application Engineering; R&D / Product Development; Supply chain, quality, and operations
- Remove execution barriers and drive: Program milestone delivery; Customer commitments; Issue resolution
- Translate customer requirements into actionable internal plans
- Co-develop and maintain a Customer Growth Blueprint integrating: Commercial outlook (Sales); Market and roadmap alignment (BD); Technology path (R&D)
- Identify: Next-generation platform opportunities (N+1, N+2); Expansion areas in AI/datacenter architectures; Ecosystem partnerships (foundry, OSAT, OEM alignment)
Skills
- 8–12+ years in semiconductor materials, advanced packaging, or thermal management
- Proven experience managing strategic accounts in Datacenter / AI ecosystem
- Strong track record in complex solution selling
- Cross-functional leadership in matrix environments
- Driving design wins and long qualification cycles
- Understanding of Datacenter architectures and AI compute platforms
- Understanding of advanced packaging (2.5D/3D, chiplets, HBM)
- Understanding of thermal management challenges in high-power systems
- Ability to connect system-level challenges to material/process solutions
- Strong influencing skills without direct authority
- Ability to operate at both strategic (account roadmap, partnerships) and tactical (pipeline, execution cadence) levels
- Excellent communication across Technical Teams and Executive Stakeholders
- United States (preferred: proximity to key customer hubs such as Texas, Arizona, Pacific Northwest, or Bay Area proximity optional depending on talent strategy)
- Travel: ~30–40% to customer sites and internal teams
- Due to compliance with U.S. export control laws and regulations, candidate must be a U.S. citizen, U.S. permanent resident, or have asylum or refugee status in the U.S
Benefits
- Incentive plan eligible
- Employer-subsidized Medical, Dental, Vision, and Life Insurance
- Short-Term and Long-Term Disability
- 401(k) match
- Flexible Spending Accounts
- Health Savings Accounts
- EAP
- Educational Assistance
- Parental Leave
- Paid Time Off (for vacation, personal business, sick time, and parental leave)
- 12 Paid Holidays
Company Overview