Principal Account Manager, Field Sales

Analog Devices

About The Position

The candidate will be responsible for providing Field Sales support to drive revenue growth within assigned customer base for Analog Devices’ broad portfolio of Analog/RF, Mixed-Signal, Processing and Power products and system level solutions. This position involves leading sales support teams and driving internal Technology Groups and Business Units to create new business opportunities that will generate solid revenue growth. The candidate will work externally with customers to identify key opportunities and internally with product development teams influence new product definitions. Excellent communication skills and strategic thinking are essential. This role requires positioning the best technology tailored to the customer’s needs to grow Analog Devices market share.

Requirements

BSEE or equivalent technical degree, analog and mixed-signal semiconductor expertise preferred
A minimum of 5-8 years and demonstrated success in previous technical sales, product marketing, field applications roles or equivalent
Excellent verbal, listening, and written communication skills
Expertise in the semiconductor sales process, early stage innovation engagements, and executive communications
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
Personal motivation, positive attitude, and courage to foster market share leadership in the region
Ability to travel (within territory) 25-50%+ with some overnight stays

Responsibilities

Deliver robust revenue growth and market share expansion at the highest potential customers in the Automotive, Aerospace and Defense, Consumer, Energy, Industrial and Medical markets
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 tailored proposals which leverage ADI’s differentiated capabilities.
Understanding and disseminating customer needs versus wants
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
All aspects of business and opportunity management including opportunity creation & management in CRM, customer revenue forecasting, & more
Working closely with the Field Applications Engineering (FAE) partner to develop & maintain customer relationships
Develop & maintain internal relationships with key Product Line Management, Marketing, and Application Engineering resources