About the Author
Kiran Bulusu is a Strategic Account Management professional in Electronics Design Automation (EDA)/Semiconductor Industry.
He has experience in Product Positioning,Revenue Generation, building customer relationships and converting them into strategic accounts. His strategies and technical competence helped win many aggressive pre-sales campaigns in EDA and Semiconductor industry.
His technical experience is primarily starting from logic synthesis to GDSII including DFT/Formal Verification/Hierarchical Floorplanning on various process all the way from 0.13u to 32nm . He has worked ASIC designs implementation on couple of high performance processors from ARM (Cortex A9/15)/MIPS (74K,1004K,1024K) /Sun (OpenSparc T2 ) and Graphics Cores (SGX) from Imagination Technologies , UK .
His other interests include Management Consulting,Marketing and Entrepreneurship. He is currently employed at Cadence Design Systems.
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Daily Archives: October 1, 2007
Field Applications Engineer and Sales Executive
Recently I was talking with someone and he asks me this funny question.
What is the difference between a Field Applications Engineer and a Sales executive apart from the fact that FAE has technical responsibilties? In a broad sense, both belong to the sales organization and are part of the strategy process to win a customer. But one of the fundamental difference I think is : l the sales manager sells to the customer by saying there is donut and the job of the FAE is to say there is a hole in the center of the donut 
. I completely acknowledge that Sales is no joke and this is how it works in this world.
If we dont tell about the hole, then 80% of the time, the FAE spends fishing up the customers who fall in that hole. It is a lot support intensive task and the FAE can better spend that time else where and generate the revenue for the company.
