Principal Account Manager – Robotics

Analog Devices • Redmond, WA

1d • $142,800 - $196,350 • Hybrid

About The Position

The Principal Account Manager is responsible for developing and executing account strategies for key robotics customers on the West Coast of North America to drive profitable revenue growth, build a strong pipeline of design opportunities, and influence both internal and external new product development. The role also involves establishing, developing, and sustaining executive‑level relationships at customer organizations. The Account Manager will build, deepen and elevate relationships across multiple functions within each customer organization. Direct customer engagements will comprise the major portion of this role. The candidate must have both the sales skills and technical knowledge of the ADI portfolio offering, while working closely with the robotic field application engineers to propose appropriate ADI solutions to address customers’ system challenges. The candidate is also expected to lead customer discussions, and marshal ADI’s world-class resources across business units to advance the sales process. Proven experience with a team‑selling approach across multiple business units—including the ability to identify, manage, and proactively resolve potential execution conflicts—is essential. This position will be based in either the San Jose or Seattle market, with periodic travel to support key robotics customers.

Requirements

• BSEE or equivalent
• 3-5+ years’ experience in customer sales support or equivalent
• Excellent verbal, listening, and written communication skills
• Good organizational skills and the ability to prioritize/multi-task several concurrent projects
• Strategically thinks, behaves, and operates while maintaining a global, long-term perspective
• Strong desire to win
• Expert in ADI selling methodologies and processes with executive-level selling skills
• Highly collaborative; acts as a team builder and team player
• Ability to present and interact with C-Level both internally and at the Global customer
• Ability to synthesize complex information across multiple inputs and perspectives – external market, customer, ADI, etc.
• Influencing skills; ability to challenge appropriately, creating constructive tension as necessary to drive results
• Problem solving skills to identify, address and drive issues to a mutually beneficial resolution
• Influencing skills; ability to challenge appropriately, creating constructive tension as necessary to drive results.

Responsibilities

• Leads and creates new opportunity engagements that provide the highest value for the robotic customers while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution
• Understand the customer’s problems/challenges and work closely with our application engineers and business unit teams to solve them
• Build relationships and 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
• 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 relationships and executive-level selling
• Plan, collaborate, and develop the overall account sales strategy to grow revenue and gain market share
• Effectively align and utilize all available internal and external resources in support of customer and account strategy
• Work collaboratively with the Robotic Business Unit and Field Application Engineering team to identify new product opportunities
• Track and regularly update opportunities in Microsoft Dynamics
• Understanding and regularly mapping customer’s organizational structure to leverage all relevant relationships across the many business units

Benefits

• medical, vision and dental coverage
• 401k
• paid vacation
• holidays
• sick time
• 10 paid holidays per year
• paid vacation starting at 136 hours per year for full-time employees (prorated for part-time employees)
• paid sick time that exceeds the requirements of the Washington State Sick Leave law

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: Associate degree