Job Details

Business Development Manager OEM/Systems, Bay Area

Join a team of world-class experts driving innovation in optical and analytical technologies. As the Business Development Manager OEM/Systems, Bay Area, you will lead strategic commercial growth in one of the most innovation-dense regions in the world. This role is a core part of Ocean Optics' OEM/Systems commercial strategy and anchors our new Bay Area Officea hub designed for rapid prototyping, co-development, and deep engagement across Semiconductor, MedTech, Clean Energy, Biotech, and Advanced Manufacturing.

This full-time role reports to the Director of OEM/Systems Sales, with a dotted line into the Bay Area Site Lead and the Chief Commercial Officer. You will be the primary commercial interface for strategic OEM customers, leveraging Ocean Optics' regional technical capabilities to convert engagement into long-term design-in wins and scalable revenue.

As a Business Development Manager OEM/Systems, this role will:

Drive OEM/Systems Growth

• Lead and execute the OEM/Systems commercial strategy for the Bay Area, aligned to Ocean Optics' global vertical and platform priorities.
• Own a portfolio of high-value OEM programs with long-cycle, systems-level design-in potential.
• Translate early technical engagement into qualified, staged commercial opportunities with clear path-to-revenue milestones.
• Serve as the commercial steward of complex, multi-phase OEM relationshipsfrom concept to volume deployment.

Win Design-Ins & Strategic Accounts

• Own OEM engagements end-to-endfrom early application discovery and technical feasibility through design-in, specification lock, and production ramp.
• Partner closely with customer engineering, systems, and product teams to secure design-in commitments tied to program adoption and lifecycle value.
• Expand embedded OEM relationships by identifying adjacent applications, platform extensions, and multi-program opportunities.
• Establish Ocean Optics as a trusted design partner.

Lead Customer & Ecosystem Engagement in Silicon Valley

• Represent Ocean Optics across Silicon Valley's semiconductor, medtech, biotech, cleantech, and advanced manufacturing ecosystems.
• Leverage the Bay Area Applications Lab to accelerate demos, feasibility work, and co-development initiatives.
• Build Ocean Optics' regional presence through technical workshops, seminars, strategic partnerships, and direct OEM engagement.

Work Cross-Functionally to Drive Results

• Collaborate closely with OEM/Systems leadership on strategic account planning, program prioritization, and long-range forecasting.
• Partner with Applications, Product Management, and Engineering to deliver customer-centric solutions and influence future roadmap direction.
• Support Marketing in the creation of application-focused content, case studies, and regional outreach aligned to OEM growth priorities.
• Bring disciplined voice-of-customer and market insight back into global strategy discussions.

Deliver Commercial Excellence

• Provide accurate, milestone-based forecasting and disciplined CRM pipeline management grounded in validated customer commitments.
• Structure pricing, proposals, and long-term agreements that balance customer value, lifecycle economics, and margin expectations.
• Achieve sales, design-in, and strategic growth targets aligned with Ocean Optics' OEM/Systems strategy.
• Other duties as assigned.

About the Candidate

The ideal candidate is an experienced, technically fluent commercial leader who has successfully operated within OEM and systems-level design-in environments. They are credible with senior engineers, disciplined in long-cycle commercial judgment, and comfortable owning the ambiguity between early technical engagement and committed, scalable revenue. This individual thrives in fast-paced innovation ecosystems and understands how to convert feasibility work, application validation, and co-development into embedded OEM programs with long-term lifecycle value.

Our ideal candidate should possess the following combination of experience and qualities:

• Bachelor's degree in Engineering, Physics, Photonics, Life Sciences, or a related technical field (Master's preferred).
• 5+ years in OEM, systems, or complex technical B2B commercial roles within spectroscopy, optics, photonics, sensors, analytical instrumentation, semiconductor equipment, or adjacent technologies.
• Demonstrated success securing OEM design-ins across long, engineering-led sales cycles (1236 months), from early feasibility through production ramp.
• Strong commercial judgment, including pricing discipline, margin management, and multi-phase OEM program structuring.
• Excellent communication and executive-level engagement skills, with the ability to influence stakeholders from engineers to senior decision-makers.
• Proven ability to translate technical requirements into structured commercial programs.
• Experience using CRM systems (Salesforce preferred) with milestone-based forecasting rooted in validated customer commitments.
• Highly adaptable, comfortable with ambiguity, and effective in environments where requirements and solutions evolve through customer collaboration.
• Willingness to travel throughout the Bay Area (3050%).

About the Company

Ocean Optics pioneered miniature spectrometers and delivers spectral solutions to researchers, OEMs and industrial customers, also designs and builds industrial-grade photonics systems for material inspection, chemical identification and quality assurance.

Our mission is to lead in creating precise yet practical optical solutions that enable researchers and industry to solve meaningful problems in health, safety and the environment. We have discovered, refined and delivered new approaches to solving problems with spectroscopy and imaging technologies. Backed by deep experience, we are working within applications including biomedical, semiconductors, research & science, industrial, environmental, food & agriculture, and safety & security.

We partner with customers to achieve ambitious goals, leveraging the power of light for advancement in health, safety and the environment.

With more than 200 employees worldwide, including in the US, Europe, and Asia, we leverage the wealth of knowledge from a diverse and multidisciplinary team, which drives our growth and high performance. Ocean Optics is a subsidiary of Halma plc, an international market leader in safety, health, and environmental technology.

About the Perks

Ocean Optics offers a comprehensive compensation package and health and wellness benefits. Also, as a member of the Halma Group of companies, our employees enjoy excellent career development, networking, and advancement opportunities worldwide.

Equal Opportunity Employer

Ocean Optics is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status.

Compensation

The pay range for this position is $130,000 - $150,000 base per year; OTE: Approximately $200,000 however, the base pay offered may vary depending on geographic region, internal equity, job-related knowledge, skills, and experience. This role is also eligible for a comprehensive benefits package, in accordance with company programs.