Principal Account Manager, FSE

Analog Devices

About The Position

About Analog Devices Analog Devices, Inc. (NASDAQ: ADI ) is a global semiconductor leader that bridges the physical and digital worlds to enable breakthroughs at the Intelligent Edge. ADI combines analog, digital, and software technologies into solutions that help drive advancements in digitized factories, mobility, and digital healthcare, combat climate change, and reliably connect humans and the world. With revenue of more than $9 billion in FY24 and approximately 24,000 people globally, ADI ensures today's innovators stay Ahead of What's Possible™. Learn more at www.analog.com and on LinkedIn and Twitter (X). The Principal Account Manager- ASD Accounts has responsible for formulating the account strategy for a strategic customer and leading the account team to drive profitable revenue growth, build a pipeline of design opportunities, and influence new product development (both internal and external), while developing and maintaining executive relationships at the customer. Direct customer contact will comprise the major portion of this role and the successful candidate must have both the sales skills and technical knowledge to make and deliver presentations, lead customer discussions, and marshal ADI’s world-class resources across business units to advance the sales process. 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/MSEE 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
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
Personal motivation, positive attitude, and courage to foster market share leadership in the region
Ability to travel 10% or more
US citizenship required given the nature of the customer base
For positions requiring access to technical data, Analog Devices, Inc. may have to obtain export licensing approval from the U.S. Department of Commerce - Bureau of Industry and Security and/or the U.S. Department of State - Directorate of Defense Trade Controls. As such, applicants for this position – except US Citizens, US Permanent Residents, and protected individuals as defined by 8 U.S.C. 1324b(a)(3) – may have to go through an export licensing review process.

Responsibilities

Gain “insider status” with key stakeholders and senior-level personnel at the customer to influence the buying process while transferring these successes to the team
Build relationships with primary influencers at all levels in the decision-making process, based on a thorough understanding of the overall organization.
Become a valuable resource to the customer by providing insights and ideas on solutions to problems, aligned with ADI’s capabilities
Able to develop, drive and maintain executive level relationship and executive level selling
Plan, collaborate and develop the overall account sales strategy to grow revenue and gain market share.
Work with the ADI sales account team across the US to execute account strategy and influence decision-makers.
Effectively align and utilize all available internal and external resources in support of customer and account strategy
Work collaboratively with the ADEF Business Unit and Field Application Engineering team to identify new product opportunities
Understand the customer’s problems and work closely with our application engineers and business unit teams to solve them.
Anticipate client needs beyond the existing scope of products and services to discover opportunities to position the total value of ADI’s portfolio
Identify and develop the opportunities to be penetrated in the targeted market; focusing on the opportunities that will have the most significant revenue return on investment for profitable growth
Develop an understanding of the competitive strongholds and implement a plan to displace incumbent
Develop forecasts and provide business updates to the leadership as needed.
Track and regularly update opportunities in Microsoft Dynamics.
Partner with the purchasing community to achieve the best results for ADI and customer relationship
Understanding and regularly mapping customer’s organizational structure to leverage all relevant relationships across the many business-units
Understanding the customer’s subcontracting ecosystems and positioning ADI’s capabilities in support of business success of the customer.