Director of Sales - Account Management

Marvell Technology•Santa Clara, CA

2d•$185,400 - $277,760

About The Position

Marvell's semiconductor solutions are the essential building blocks of the data infrastructure that connects our world. Across enterprise, cloud and AI, and carrier architectures, our innovative technology is enabling new possibilities. At Marvell, you can affect the arc of individual lives, lift the trajectory of entire industries, and fuel the transformative potential of tomorrow. For those looking to make their mark on purposeful and enduring innovation, above and beyond fleeting trends, Marvell is a place to thrive, learn, and lead. Marvell has a high-performing Sales organization responsible for driving customer engagement, strategic account growth and long-term business development. The Sales team partners directly with customers to understand their business priorities, technology roadmaps and infrastructure needs, then aligns Marvell’s semiconductor solutions to help customers achieve their goals. This team operates at the intersection of customer strategy, semiconductor innovation and commercial execution. Success requires the ability to build trust, lead complex sales cycles, understand technical requirements and mobilize internal teams around high-value customer opportunities. As Director of Sales, Account Management, you will be part of a team focused on strategic accounts and executive-level customer relationships. You will work closely with product management, engineering, operations, finance, legal, supply chain and executive leadership to deliver customer success, revenue growth and long-term account expansion. In this role, you will lead strategic account management for key customers and serve as a senior commercial partner responsible for growing Marvell’s presence within high-value accounts. This is a highly visible role for a sales leader who can operate strategically, influence at the executive level, manage complexity and deliver measurable business outcomes.

Requirements

Bachelor’s degree in Business, Engineering, Computer Science or a related field is required.
10+ years of experience in sales, strategic account management or business development within the semiconductor, cloud infrastructure, data center, networking, optical, custom silicon or related high-technology industries.
Proven track record managing and growing strategic accounts with complex products, long sales cycles and high-value customer relationships.
Strong understanding of semiconductor technologies and their role in AI infrastructure, cloud platforms, data center architectures, networking, optical connectivity, scale-up systems, scale-out systems or custom silicon.
Experience working with hyperscale, cloud, enterprise infrastructure, networking, OEM or major technology customers is strongly preferred.
Demonstrated ability to build trusted relationships with senior executives, engineering leaders, procurement teams, operations stakeholders and commercial decision-makers.
Proven ability to communicate, present and influence credibly at all levels of an organization, including executive and C-level audiences.
Strong commercial judgment with experience negotiating contracts, pricing, supply commitments and strategic business agreements.
Excellent listening, negotiation, presentation, verbal and written communication skills.
Strong account planning, forecasting, pipeline management and business review discipline.
Ability to manage multiple priorities, programs and customer demands while maintaining strong attention to detail.
Demonstrated ability to think strategically, lead cross-functionally and make sound decisions in a fast-paced environment.
Strong problem-solving skills and the ability to adapt quickly to changing customer needs, market conditions and technology requirements.
Collaborative, team-oriented approach with the ability to work effectively across a global organization.

Nice To Haves

MBA or advanced technical degree is preferred.

Responsibilities

Serve as the lead point of contact for assigned strategic accounts, building and maintaining strong, long-term customer relationships across executive, technical, procurement, supply chain and business stakeholders.
Develop a deep understanding of customer priorities, business models, technology strategies and product roadmaps, then align Marvell’s solutions to support their success.
Create and execute strategic account plans designed to grow revenue, expand customer engagement, identify new opportunities and strengthen Marvell’s position across assigned accounts.
Manage complex sales cycles from opportunity identification through design win, commercial negotiation, contract execution and revenue realization.
Coordinate closely with internal teams, including product management, engineering, operations, supply chain, finance and legal, to ensure customer needs are understood, prioritized and executed effectively.
Negotiate commercial agreements, pricing, supply terms and strategic account commitments that support profitable growth while maintaining strong customer satisfaction.
Manage revenue, budget, pipeline and forecast objectives with accuracy, discipline and accountability.
Develop new business with existing customers and identify opportunities to expand Marvell’s footprint across additional platforms, programs and business units.
Prepare account plans, executive updates, sales forecasts, opportunity reviews and customer status reports to keep leadership informed of progress, risks, roadblocks and growth opportunities.
Provide insight on customer requirements, competitive dynamics, industry trends and emerging technology needs to help inform Marvell’s product and business strategy.
Facilitate resolution of customer issues by coordinating with the appropriate internal teams and maintaining clear communication, urgency and ownership throughout the process.
Lead solution development efforts that address customer needs while ensuring the right Marvell resources are engaged at the right time.