Business Development Manager

Anritsu is a provider of innovative communications test and measurement solutions. Anritsu engages customers as true partners to help develop wireless, optical, microwave/RF, and digital solutions for R&D, manufacturing, installation, and maintenance applications, as well as multidimensional service assurance solutions for network monitoring and optimization. Anritsu also provides precision microwave/RF components, optical devices, and high-speed electrical devices for communication products and systems. The company develops advanced solutions for emerging and legacy wireline and wireless technologies used in commercial, private, military/aerospace, government, and other markets. To learn more visit www.anritsu.com and follow Anritsu on Facebook, LinkedIn, Twitter, and YouTube.

Anritsu is committed to providing a comprehensive and competitive benefits package to all employees. We offer standard benefits such as major medical, vision and dental coverage, life insurance, Employee Assistance Plan, Flexible Spending Accounts, a generous 401(k) Matching Plan, Tuition Reimbursement, and profit sharing. Our benefit package is designed to positively impact all aspects of your life; to help you and your family succeed; and to maintain our status as a “perfect job.” Come find out what Anritsu has to offer you!
Anritsu Company is seeking a Business Development Manager for the San Francisco Bay Area to drive growth of Anritsu’s high-speed data and signal integrity test and measurement portfolio. The ideal candidate brings proven business development experience in the high-speed digital test and measurement industry, combined with hands-on technical understanding of signal integrity measurement science across both Bit Error Rate Testing (BERT) and Vector Network Analysis (VNA). In this role you will identify and develop customers designing, characterizing and validating next-generation high-speed interconnects (chip-to-chip, chip-to-module, backplane, cable and optical module), shape technical test requirements, deliver hands-on demonstrations of BERT and VNA solutions, and generate year over year funnel growth through customer adoption of Anritsu test instruments. Target market applications include high-speed data center interconnect (DCI) and AI cluster computing fabrics, Ethernet (100G/400G/800G/1.6T), PCI Express®, and USB compliance testing and characterization.

Key Responsibilities include:

• Expand Anritsu’s high-speed data and signal integrity test portfolio including BERT (transmitter/receiver stress testing, jitter tolerance, PAM4 and NRZ analysis) and VNA (S-parameter, insertion/return loss, crosstalk, de-embedding and channel characterization) solutions into new and existing accounts.
• Own market needs definition and portfolio positioning for high-speed interconnect, DCI and AI cluster computing applications; clearly convey required business KPIs to Product Management to align with customer roadmaps and ensure business success.
• Drive business development for compliance and characterization test programs aligned to Ethernet (IEEE 802.3), PCIe (PCI-SIG), USB (USB-IF), OIF-CEI and related high-speed serial standards.
• Translate customer signal integrity challenges; link margin, equalization, channel loss budgets, crosstalk, jitter decomposition and stressed receiver sensitivity into differentiated Anritsu solution proposals combining BERT, VNA and related instrumentation.
• Maintain and grow key relationships across the high-speed interconnect ecosystem, including semiconductor and equipment manufacturers, hyperscale data center operators, module and cable suppliers, associated supply chain, key vendors and partners (1st focus on Intel, nVIDIA and AMD).
• Manage pre-sales communication and qualification activities with the Sales Team and Product Management/Marketing for the high-speed signal integrity and network test product portfolio.
• Identify KPIs associated with growing the high-speed data and signal integrity test business; develop strategies and partnerships in collaboration with the Product Business Unit.
• Deliver technical demonstrations, benchmark evaluations and proof-of-concept measurements at customer sites and in application labs.
• Demonstrate thought leadership and influence technical and business stakeholders across all management levels both internally and externally.
• Assist sales team members in pre-qualification of key high-speed interconnect, DCI and compliance test opportunities.
• Assist the Business Unit, Product Marketing and Regional Marketing with development and execution of FY promotional plans for the portfolio and key technologies, including creating marketing content (i.e. application notes, white papers, press releases, webinars).
• Maintain a clear understanding of current customer requirements, competitive landscape and market trends, and effectively communicate trend information on a regular basis to Senior Management and Business Unit Product Management.
• Provide long-term vision for product development to the Business Unit to drive multi-year growth, including input on next-generation data rate roadmaps (224 Gbps/lane and beyond).
• Represent Anritsu at industry organizations, standards bodies, plugfests and events, such as PCI-SIG Workshops, USB-IF Compliance Workshops, IEEE 802.3 meetings, OIF and IBTA Plugfests, and DesignCon.

Requirements:

• U.S. Citizen preferred due to onsite customer visits that require U.S. citizenship.
• Bachelor of Science in Electrical Engineering, Computer Engineering, Physics or a related field; advanced degree a plus.
• 5+ years of business development, technical sales, applications engineering or product marketing experience within the high-speed data and signal integrity test and measurement industry.
• Demonstrated technical experience with and understanding of high-speed signal integrity testing applications using Bit Error Rate Testers (BERT) including PAM4/NRZ signaling, transmitter and stressed receiver testing, jitter tolerance, equalization (CTLE/DFE/FFE) and BER/eye analysis.
• Demonstrated technical experience with and understanding of Vector Network Analyzers (VNA) for high-speed channel characterization — including S-parameter measurement, insertion and return loss, crosstalk (NEXT/FEXT), impedance/TDR analysis, calibration and de-embedding techniques.
• Working knowledge of high-speed interconnect and compliance standards and test methodologies for Ethernet, PCIe, USB, and TCP/IP technologies; familiarity with OIF-CEI, InfiniBand, CXL or optical module (QSFP-DD/OSFP) test is a plus.
• Understanding of data center interconnect (DCI) and AI cluster computing architectures and their associated test and validation challenges.
• Experience with test and measurement equipment from Anritsu, Keysight, Tektronix or comparable vendors, including BERTs, VNAs, oscilloscopes, stressed receiver testing, jitter tolerance and compliance test solutions.
• Proven track record of building pipeline, closing new business and managing key accounts with semiconductor, hyperscale, module or system OEM customers.
• Strong written and verbal English communication skills, with the ability to create and present technical solutions and business value propositions to multiple levels and functions within an organization.
• Documented written communication skills to include technical research papers, application notes or white papers.
• Experience with CRM tools (e.g., Salesforce) and Microsoft Office.
• This is a field job and the candidate must be capable of driving a company vehicle and transporting test equipment to/from customer sites.
• Ability to travel up to 50% domestic and 10% international.

In order to be successful in this role, the following competencies and behavior skills are required:

• Excellent time management and territory/pipeline prioritization skills.
• Technical curiosity and credibility — comfortable engaging signal integrity engineers, validation teams and executives with equal effectiveness.
• Consultative selling mindset, able to convert complex measurement challenges into clear customer value.
• Willing to work in a fast-paced, demanding, and at times high-stress environment.
• Able to work in a collaborative, consensus-based organization, where teamwork and cooperation is critical to your success.
• Able to work independently, with minimum direction, to achieve personal and team goals in development and execution of established plans.
• Ability to build productive relationships with internal and external customers in order to establish and maintain customer loyalty and business success.
• Adapt to emerging market, technology and competitive trends — particularly accelerating data rates and AI-driven interconnect demand — constantly learning and aligning with customer demands.

The annual base salary range for this position is $132,000 - $157,000. Please note that the salary information is a general guideline only. Anritsu Company considers factors such as (but not limited to) scope and responsibilities of the position, candidate’s work experience, education/ training, key skills as well as market and business considerations when extending an offer.

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