Job description

Job Overview Arm is seeking a high-performing IP Sales Manager to drive strategic customer engagement and accelerate adoption of Arm’s industry-leading Intellectual Property solutions across the Bay Area. This role is responsible for developing executive-level relationships, identifying new business opportunities, and leading complex IP licensing engagements with some of the world’s most innovative semiconductor and technology companies. As a trusted advisor, you will partner closely with engineering, product management, licensing, finance, legal, and marketing teams to deliver exceptional customer experiences and long-term business growth. Success in this role requires strong commercial acumen, consultative selling skills, and the ability to navigate sophisticated technical organizations while developing account strategies that create mutual value for both Arm and its customers. This position is part of Arm’s North America Sales organization and is based in the San Francisco Bay Area. Key Responsibilities Strategic Account Management • Develop and complete strategic account plans that drive adoption of Arm IP and expand long-term customer partnerships. • Lead the customer relationship throughout the entire lifecycle—from initial engagement through licensing, deployment, and ongoing account growth. • Build positive relationships with executive leadership, development, product leadership, procurement, and business collaborators. • Identify customer priorities, technology roadmaps, go-to-market strategies, and business objectives to uncover new opportunities for Arm solutions. Business Development • Expand Arm’s footprint within existing and prospective accounts by identifying new design opportunities and licensing engagements. • Understand customer decision-making processes, competitive alternatives, and market dynamics to position Arm effectively. • Lead sophisticated commercial negotiations while partnering with Licensing, Legal, and Finance to structure successful IP licensing agreements. • Develop innovative account strategies that align customer success with Arm’s long-term business objectives. Cross-Functional Leadership • Collaborate with Field Application Engineers, Product Management, Marketing, Licensing, Finance, and Legal teams to deliver a seamless customer experience. • Coordinate internal resources to address customer requirements and remove barriers to successful engagements. • Partner with Marketing to support lead generation initiatives, industry events, and customer campaigns. Sales Execution • Lead and maintain a healthy sales pipeline with accurate forecasting and reporting. • Analyze market trends, driven activity, and customer feedback to refine sales strategies and identify emerging opportunities. • Drive customer satisfaction, retention, and long-term account growth by delivering exceptional service and responsiveness. Required Qualifications • Known to work in a senior sales or strategic account management role within the semiconductor, IP licensing, EDA, or related high-technology industry. • Demonstrated experience leading sophisticated enterprise accounts and executive customer relationships. • Strong understanding of consultative and solution-based selling methodologies. • Excellent communication, presentation, negotiation, and influencing skills. • Experience working across global, cross-functional organizations and leading virtual teams. • Strong commercial sense and ability to identify business opportunities with capacity to negotiate sophisticated technology agreements . • Comfortable engaging with VP, SVP, and C-level executives while establishing relationships across engineering and technical organizations. • Self-motivated, resourceful, and able to prioritize effectively in a fast-paced environment. • Willingness to travel as needed to support customer engagements. Preferred Qualifications • Bachelor’s degree in engineering, Business, or a related difficulty, or equivalent shown experience. • Experience selling semiconductor IP, processor IP, EDA solutions, silicon platforms, or related technologies. • Solid understanding of Intellectual Property licensing models and commercial agreements. • Understanding of software or IP revenue recognition principles. • Experience supporting customers in AI, cloud infrastructure, automotive, networking, consumer electronics, or data center markets is a plus. What You’ll Bring • A customer-first approach with a passion for building long-term strategic partnerships. • The ability to influence without authority and lead across teams with varied strengths. • Critical thinking combined with focused sales execution. • Strong business judgment, integrity, and a collaborative approach to problem-solving. • A growth mindset and passion for helping customers innovate using Arm technology. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. In Return: Joining Arm means stepping into a career‑defining opportunity. You’ll occupy a central role in the company’s most critical initiatives. These initiatives build how Arm innovates, scales, and partners globally. Additional Information Please note this role does not meet the eligibility requirements for sponsorship, and therefore the successful candidate must have the right to work in the US without relying on sponsorship by Arm. 10x Mindset at Arm At Arm, we believe progress happens when people are empowered to think bigger and push beyond what seems possible. Our 10x mindset is about curiosity, ambition and creating impact that will be used by millions. We learn fast, prioritise collaboration and turn bold ideas into real technology. We look for people who are inspired by this way of working and want to grow in an environment where bold ideas are welcomed. Read more about how we bring the 10x mindset to life on the Arm blog. Didn't find what you were looking for? Join our talent community. Click here to get started. Salary Range: $184,500-$249,600 per year We value people as individuals and our dedication is to reward people competitively and equitably for the work they do and the skills and experience they bring to Arm. Salary is only one component of Arm's offering. The total reward package will be shared with candidates during the recruitment and selection process. Our 10x Mindset At Arm, we believe progress happens when people are empowered to think bigger and push beyond what seems possible. Our 10x mindset is about curiosity, ambition and creating impact that will be used by millions. We learn fast, prioritise collaboration and turn bold ideas into real technology. We look for people who are inspired by this way of working and want to grow in an environment where bold ideas are welcomed. Discover how the 10x mindset shapes life at Arm: careers.arm.com Use of AI in Your Application At Arm, we embrace the benefits AI can bring, including in recruitment. You may use AI to support your preparation, such as improving the clarity of written responses, practicing interview questions, or learning more about our industry. However, your application and interview responses must reflect your own thinking, experience, and abilities. We want to understand your authentic perspective, creativity, and approach to problem solving. As such, you may not use AI to complete assigned tasks as part of any assessments. If you plan to use AI-supported or assistive technologies as part of a reasonable adjustment, please contact accommodations@arm.com so we can support you. Recruitment Adjustments and Accommodations At Arm, we want to build extraordinary teams. If you need an adjustment or an accommodation during the recruitment process, please email accommodations@arm.com . To note, by sending us the requested information, you consent to its use by Arm to arrange for appropriate accommodations. All accommodation or adjustment requests will be treated with confidentiality, and information concerning these requests will only be disclosed as necessary to provide the accommodation. Although this is not an exhaustive list, examples of support include breaks between interviews, having documents read aloud, or office accessibility. Please email us about anything we can do to accommodate you during the recruitment process. Hybrid Working Arm’s approach to hybrid working is designed to create a working environment that supports both high performance and personal wellbeing. We believe in bringing people together face to face to enable us to work at pace, whilst recognizing the value of flexibility. Within that framework, we empower groups/teams to determine their own hybrid working patterns, depending on the work and the team’s needs. Details of what this means for each role will be shared upon application. In some cases, the flexibility we can offer is limited by local legal, regulatory, tax, or other considerations, and where this is the case, we will collaborate with you to find the best solution. Please talk to us to find out more about what this could look like for you. Equal Opportunities Arm is an equal opportunity employer, committed to providing an environment of mutual respect where equal opportunities are available to all applicants and colleagues. We are a diverse organization of dedicated and innovative individuals, and don’t discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Requirements

Must-haves

Job Overview
Strategic Account Management
Develop and complete strategic account plans that drive adoption of Arm IP and expand long-term customer partnerships.
Lead the customer relationship throughout the entire lifecycle—from initial engagement through licensing, deployment, and ongoing account growth.
Build positive relationships with executive leadership, development, product leadership, procurement, and business collaborators.
Identify customer priorities, technology roadmaps, go-to-market strategies, and business objectives to uncover new opportunities for Arm solutions.
Business Development
Expand Arm’s footprint within existing and prospective accounts by identifying new design opportunities and licensing engagements.
Understand customer decision-making processes, competitive alternatives, and market dynamics to position Arm effectively.
Lead sophisticated commercial negotiations while partnering with Licensing, Legal, and Finance to structure successful IP licensing agreements.
Develop innovative account strategies that align customer success with Arm’s long-term business objectives.
Cross-Functional Leadership
Collaborate with Field Application Engineers, Product Management, Marketing, Licensing, Finance, and Legal teams to deliver a seamless customer experience.

Nice-to-haves

Bachelor’s degree in engineering, Business, or a related difficulty, or equivalent shown experience.
Experience selling semiconductor IP, processor IP, EDA solutions, silicon platforms, or related technologies.
Solid understanding of Intellectual Property licensing models and commercial agreements.
Understanding of software or IP revenue recognition principles.
Experience supporting customers in AI, cloud infrastructure, automotive, networking, consumer electronics, or data center markets is a plus.
What You’ll Bring
A customer-first approach with a passion for building long-term strategic partnerships.
The ability to influence without authority and lead across teams with varied strengths.
Critical thinking combined with focused sales execution.
Strong business judgment, integrity, and a collaborative approach to problem-solving.
A growth mindset and passion for helping customers innovate using Arm technology.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

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