Sales Manager - EDA Tools
GSAS Micro Systems · Bengaluru, India ·
- Employment
- Contract
- Category
- Sales
- Experience
- 4+ years
The Role
As a Sales Manager — EDA, you will own the commercial success of GSAS's entire electronic design automation business across India — spanning PCB design platforms (enterprise and professional tiers), signal and power integrity analysis, manufacturing preparation and DFM tools, and IC design and verification solutions (physical verification, silicon test, and custom IC design). You are the single point of accountability for EDA revenue, the primary relationship holder with our global EDA partner, and the person who translates partner strategy into execution in the Indian market.
Key Responsibilities
Own the full EDA revenue target across India - covering PCB design (enterprise and professional tiers), SI/PI analysis, manufacturing preparation/DFM validation, IC physical verification, silicon test and yield tools, and custom IC design solutions. Build and maintain a pipeline that delivers predictable quarterly results with clear visibility into deal stages, timelines, and risks.
Serve as the primary interface between GSAS and the global EDA partner. Own the partner relationship at the India level — joint business planning, quarterly reviews, pipeline alignment, deal registration, pricing escalations, co-marketing initiatives, partner certifications, and product roadmap feedback. You represent GSAS to the partner and the partner to GSAS.
Develop and execute an India market strategy for EDA — identify which verticals, account tiers, and geographies represent the highest-value opportunity. Map the competitive landscape across other PCB tools and IC design tools and build displacement playbooks for each.
Build and manage key accounts — the 20-30 accounts that will drive 80% of EDA revenue. These include semiconductor design houses, automotive electronics Tier-1s, aerospace/defense design centers, telecom OEMs, and contract electronics manufacturers. Develop multi-threaded relationships from the design engineer through the engineering VP to procurement. Identify expansion opportunities — new teams, new projects, new sites, migration triggers, compliance-driven upgrades.
Coordinate deal execution with the Application Engineering team. You own the commercial relationship; the FAEs own the technical engagement. Your job is to ensure every deal has the right technical resource at the right time — whether that's an Electronic Systems Design FAE running a PCB tool evaluation or an IC Design & Verification FAE supporting a Calibre benchmark.
Drive cross-sell with other GSAS Business Lines. An EDA customer designing a PCB also needs T&M instruments for validation. A semiconductor customer evaluating IC verification tools may need embedded software tools for their reference platform. Work with the T&M and Embedded Software sales teams to identify and convert cross-portfolio opportunities within your accounts.
Manage the EDA sales pipeline in CRM with the discipline the partner expects — deal registration compliance, accurate stage progression, forecast commits that hold, win/loss documentation, and competitive intelligence logging. Your pipeline data should be partner-ready for review at any time.
Build the EDA business case for headcount growth. As the business scales, you'll need more FAEs, more inside sales support, and potentially dedicated sales engineers for PCB vs IC. Make the case with data — pipeline coverage, deal velocity, technical support utilization — and build the team that the business needs.
Represent GSAS's EDA business at industry events — Electronica India, VLSI Design Conference, partner technology days, customer workshops, and relevant trade shows.
Requirements
5+ years of B2B technology sales experience with at least 4–5 years specifically in EDA tool sales — either at an EDA vendor (Siemens EDA/Mentor, Cadence, Synopsys, Altium, Zuken) or at an EDA channel/distribution partner. You understand how EDA deals work: evaluation-driven sales cycles, competitive benchmarks, named-account territory models, license structures (perpetual, subscription, token-based, floating), and the partner-channel dynamics that govern pricing and deal registration.
Deep familiarity with the EDA market landscape in India
Working understanding of both sides of the EDA portfolio. You don't need to run a Calibre DRC deck or route a DDR5 interface, but you should be able to hold a credible conversation with a design director about why they need enterprise-grade PCB tools, why SI/PI analysis matters before prototype, why DFM validation saves NPI cycles, and why physical verification signoff can't be an afterthought. You should understand the difference between selling a PCB tool to a 5-person startup and selling an IC verification suite to a 200-person semiconductor design center — the buyer personas, the evaluation criteria, and the sales motions are fundamentally different.
Proven track record of managing partner relationships — joint business planning, pipeline reviews, deal registration, co-selling, and escalation management. You know how to leverage a partner's resources (SEs, marketing funds, executive engagement) without depending on them to run your business.
Experience managing complex, multi-stakeholder deals — evaluations that involve design engineers, CAD administrators, IT infrastructure teams, engineering management, and procurement. Comfort with deal cycles that range from 3 months (professional-tier SMB) to 12+ months (enterprise displacement or government/defense).
Track record of building pipeline in a competitive market. You've displaced incumbents, defended against competitive evaluations, and grown accounts beyond their initial purchase. You know how to find the trigger events — new project starts, tool dissatisfaction, team growth, compliance mandates, merger-driven standardization — that create real opportunities.
Strong CRM discipline and data-driven sales management. You can present a pipeline review to GSAS leadership and to the EDA partner with equal credibility. You forecast accurately because you qualify rigorously.
Bachelor's degree in Electronics, Electrical Engineering, Computer Science, or a related discipline. MBA or equivalent business training is a plus.
Benefits
Ownership of GSAS's EDA business line. The EDA market in India is expanding rapidly — driven by semiconductor design investment, automotive electronics complexity, defense modernization, and the shift from free/low-cost tools to enterprise-grade platforms. You'll represent a portfolio that includes the industry standard for IC physical verification, the leader in silicon test, and a PCB platform trusted by the world's most advanced electronics companies.