Sr Dr Business Development & Sales Operations

## The group you'll be a part of The Global Customer Operations Group brings industry insights and experience to help our customers deliver on their technology roadmaps. We work tirelessly to earn the trust of our customers, because we know that working closely together leads to the highest quality outcomes. ## The impact you'll make The Senior Director, Business Development & Sales Operations (BDSO) is a business leadership role accountable for delivering predictable business results, improving customer trust, and driving profitable growth through the disciplined execution of planning, commercial, and Value Focus processes for the China region. This role provides strategic and operational leadership to regional account teams, product and services business development groups, and order fulfillment stakeholders by ensuring alignment of priorities and objectives with both annual and multi‑year corporate business goals for the China region. ## What you'll do Enable business objectives and differentiating sales strategies for multi-year profitable growth:

• Lead GCO's Value Focus strategy implementation across all China region accounts, in alignment with Lam's long‑term business priorities and the Lam Management System.
• Act as a senior partner to Sales, Product Groups, Operations, and executive leadership to enable growth, profitability, and customer success.
• Translate global export and import rules into operational execution to ensure Lam's compliance with all governmental regulations while maintaining customer trust.

Customer Trust & Business Execution:

• Continuously improve internal forecasting and planning methods to anticipate customer demand for Lam equipment, upgrades, and services.
• Own improvement of customer trust metrics through speed to response, tool delivery planning systems, and effective management of customer escalations.
• Enable successful customer ramps through on‑time tool deliveries, installations, and proactive issue resolution.
• Ensure disciplined execution of Customer Delivery Experience (CDX) priorities across regions and accounts.

Profitability & Commercial Excellence:

• Drive profitable growth through disciplined execution of pricing, Value Focus (VF 2.0), and deal governance processes.
• Ensure timely profitability modeling to support Strategic Account Reviews (SARs), quarterly execution reviews, and long‑range planning.
• Deliver region‑specific pricing uplift and margin improvement commitments in partnership with Revenue Management and field leadership.

## What you'll do (continued)

Planning, Forecasting & Operational Rigor:

• Own demand planning and forecast integrity across systems and upgrades, including Max Demand View and upside planning horizons.
• Ensure SRD, configuration, and execution stability through disciplined operating rhythms and cross‑functional alignment.
• Lead the quarterly business cadence, including QBRs, QCRs, and forecast reviews, with accountability to enterprise commitments.

Shareholder Value & Commit Accountability:

• Deliver shareholder value by meeting quarterly revenue and shipment commitments within defined forecast tolerance.
• Drive higher efficiency across GCO through improved systems, tools (including AI‑enabled capabilities), and standardized processes.
• Ensure execution of approved digital transformation and business process initiatives aligned with AOP priorities.

Organization & Talent Development:

• Build and lead a scalable, globally distributed BDSO organization capable of supporting sustained multi‑year growth.
• Ensure effective hiring, onboarding, and role assimilation so new hires assume full ownership within defined timeframes.
• Develop leadership capability, promote an inclusive culture, and achieve engagement and inclusion outcomes at or above Lam/GCO benchmarks. ## Who we're looking for
• Senior leadership experience in semiconductor capital equipment customer‑facing roles in sales (product or services), business planning/operations, product or services marketing, or related commercial roles.
• Proven track record of delivering predictable business results through structured operating cadences and cross‑functional execution.
• Strong commercial acumen, including pricing, margin management, and deal governance.
• Experience leading global, distributed teams in complex operating environments. ## Preferred qualifications
• Experience operating at the executive or managing director level within a global semiconductor equipment company.
• Demonstrated success leading large‑scale organizational change or process transformation.
• Strong executive communication and stakeholder management skills.

## Our commitment We believe it is important for every person to feel valued, included, and empowered to achieve their full potential. By bringing unique individuals and viewpoints together, we achieve extraordinary results. Lam Research ("Lam" or the "Company") is an equal opportunity employer. Lam is committed to and reaffirms support of equal opportunity in employment and non-discrimination in employment policies, practices and procedures on the basis of race, religious creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex (including pregnancy, childbirth and related medical conditions), gender, gender identity, gender expression, age, sexual orientation, or military and veteran status or any other category protected by applicable federal, state, or local laws. It is the Company's intention to comply with all applicable laws and regulations. Company policy prohibits unlawful discrimination against applicants or employees. Lam offers a variety of work location models based on the needs of each role. Our hybrid roles combine the benefits of on-site collaboration with colleagues and the flexibility to work remotely and fall into two categories - On-site Flex and Virtual Flex. 'On-site Flex' you'll work 3+ days per week on-site at a Lam or customer/supplier location, with the opportunity to work remotely for the balance of the week. 'Virtual Flex' you'll work 1-2 days per week on-site at a Lam or customer/supplier location, and remotely the rest of the time. #LI-DM1 Salary CA San Francisco Bay Area Salary Range for this position: $175,000.00 - $389,000.00. The above salary range for this position is relevant to applicants that reside or work onsite in the California, San Francisco Bay Area only. Salary offers will depend on factors that include the location you work from, your level, education, training, specific skills, years of experience and comparison to other employees already in this role. Actual salary may vary from salary offered due to numerous factors including but not limited to unpaid time off, unpaid leave, company mandated shutdown, and other relevant factors. Our Perks and Benefits At Lam, our people make amazing things possible. That's why we invest in you throughout the phases of your life with a comprehensive set of outstanding benefits.