Global Account Manager – US Data Center Hyperscaler CSP Account

Analog Devices•San Jose, CA

About The Position

The Global Account Manager, US Data Center Hyperscaler Account sets a vision to develop and grow a Key US Data Center Hyperscaler Account that is highly strategic to ADI with significantly complex requirements and establishes ADI as a strategic partner with the customer while driving profitable revenue growth for our company. This account manager defines and leads the master strategy for the account by developing a Strategic Account Plan and ensures the strategy is executed, by driving customer engagement, and understanding throughout ADI, and fostering executive-level engagements between ADI and the Key US Data Center customer. The responsibility of the Global Account Manager is to drive profitable revenue growth by building and converting a pipeline of design opportunities. Direct customer contact will comprise the major portion of this role and the successful candidate must have both the sales skills and technical knowledge of ADI portfolio offering. The candidate is also expected to lead customer discussions and work cross-functionally with the Business Units supporting key customer sites in the Bay Area. Experience and success with a team selling approach across business units, including successfully diagnosing and proactively resolving any potential execution conflicts is a must.

Requirements

BSEE or equivalent technical degree
A minimum of 10 years in sales and account management with demonstrated success in technical sales, product marketing, or equivalent roles
Strong desire to win.
Experience selling to US Data Center Hyperscalers
Expertise in the semiconductor sales process, early stage innovation engagements, and executive communication skills
Influencing skills; ability to challenge appropriately, creating constructive tension as necessary to drive results
Strong collaboration, leadership, and problem-solving abilities
Project management skills with ability to leverage unique strengths of all stakeholders
Internal and external communication skills in English language.
Personal motivation, positive attitude, and courage to foster market share leadership in the
Strategically thinks, behaves and operates while maintaining a global, long-term perspective
Highly collaborative; acts as a team builder and team player
Ability to synthesize complex information across multiple inputs and perspectives – external market, customer, ADI, etc.
Ability to present and interact with C-Level both internally and at Customer .
Inspirational leader and coach who can convey a vision others want to follow, both within ADI and at customer; ability to lead talent while adapting to the situation utilizing strong coaching skills.
Ability and willingness to travel as necessary to conduct stated responsibilities.

Nice To Haves

Expertise in Data Center Power & Optical requirements a strong Plus.

Responsibilities

Strategic Account Sales Planning & Execution:
Develops and carries out a profitable growth plan aligned with corporate ADI, Business Units, and customer objectives.
Deliver robust revenue growth and market share expansion
Drive accelerated pipeline growth and turn pipeline into design-ins
Create and maintain relationships with customer decision makers at all levels up to and including senior management
Deep engagement in the customer decision making journey, from solution ideation through commercialization
Becoming the customer’s most valued external partner by understanding critical business and technical challenges and delivering customer tailored proposals which leverage ADI’s differentiated capabilities
Translate the customer’s business objectives to internal ADI stakeholders, gaining support needed to address the customer’s unique business circumstances
Coordination of multi-disciplinary teams focused on converting business opportunities to revenue
Business management of all customer issues
Creates and executes a plan containing a strategy to capture both new and competitive business in current and future SAM potential while protecting ADI and customer IP.
Directly leads and creates new opportunity engagements that provide the highest value for the customer account while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution.
Synthesizes customer organization & leads ADI on how to approach the account.
Creates an executive relationship; maps and builds networks from the very highest decision-makers facilitating the engagement of ADI senior leadership as a strategic partner with the customer’s C-level leadership.
Viewed as part of the customer’s company culture and as a trusted partner.
Understands and leverages the customer’s extended ecosystem.
Identifies field coverage (Sales and Application Engineering) needed to execute profitable growth and deploys the talent globally to win the most strategic multi-location platforms.
Interacts directly with ADI executive Business Unit leaders up through ADI CEO, acting as the single voice of the customer filtering information appropriately related to the account’s objectives, performance, opportunities, and issues.
Understands the entire customer ecosystem (end customer, market, and design partners).
Identifies and resolves issues that interfere with driving investment decision-making that leads to profitable growth with the account.
Leads and negotiates global pricing contracts and multi-site development agreements and maintains access to / influence on engineering and executives at all levels.
Travels to both open new and drive existing strategic opportunities and executive relationships across the customer’s footprint.
Cross Functional Leadership:.
Demonstrates the expected ADI leadership characteristics necessary to lead others in a cross functional matrix org.
Able to lead through influence.
Responsible for performance to plan, understands drivers of gaps to achieving plan. and quickly addresses those areas until resolved.
Acts as an advocate for sales and is involved in escalations when customer expectations are not being met.
Leverages internal capabilities – sales operations, sales enablement, FAE, Business Unit resources, HR, etc. – to most effectively manage and develop the account.
Manages change aligned with overall sales and / or corporate strategy and objectives.