Principal Account Manager, Field Sales

Analog Devices, Inc.•Tampa, FL

33d

About The Position

Join ADI's Aerospace & Defense Sales team and become a key player in shaping the future of mission-critical technologies. As a Principal Account Manager, you'll work directly with leading defense customers to deliver innovative solutions that solve real-world challenges. This is a high-impact role where value selling meets technical leadership. Direct customer contact will be the core of your role. You'll lead discussions, deliver impactful presentations, and marshal ADI's world-class resources across business units to advance the sales process. Success requires both technical depth and sales acumen, along with a proven ability to work collaboratively across teams to resolve execution challenges and drive results. At ADI, we don't just sell products-we deliver mission-critical solutions. As the Principal Account Manager, you'll be at the forefront of driving innovation and growth with our key defense customers. You'll use your technical background and strategic thinking to uncover customer needs, build trust, and deliver solutions that drive performance, readiness, and growth.

Requirements

A technical foundation (engineering degree preferred) and a passion for aerospace and defense innovation.
A strategic mindset-you think beyond specs and features to the customer's mission and long-term goals.
Experience or interest in value-based selling, customer-facing engineering, or program strategy.
Strong communication and influence skills-you can lead discussions, deliver presentations, and build consensus.
A collaborative spirit and ability to navigate cross-functional teams to resolve challenges and drive execution.
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
Strong collaboration, leadership, and problem-solving abilities
Project management skills with ability to leverage unique strengths of all stakeholders
Motivated, positive attitude, and courage to foster market share leadership in the region
Ability to travel 25% or more
US citizenship required given the nature of the customer base

Responsibilities

Become a trusted advisor by earning "insider status" with key stakeholders and senior decision-makers across defense programs.
Build strong relationships with influencers at every level-engineering, program management, procurement and C-Suite executives-by understanding their mission and aligning ADI's capabilities to support it.
Lead with insight by identifying problems, proposing solutions, and quantifying the value of ADI's technology solutions.
Drive account strategy to grow revenue, expand design wins, and influence both internal and external product development.
Collaborate across ADI-from business units to field application engineers-to deliver seamless, high-impact solutions.
Anticipate future needs and position the full value of ADI's portfolio to meet evolving customer challenges.
Displace competitors by understanding their strongholds and executing targeted strategies to win market share.
Track pipeline and performance using Microsoft Dynamics and provide regular business updates to leadership.
Partner with purchasing teams to ensure alignment on value, cost, and long-term relationship goals.

Benefits

At ADI, you will learn from the brightest minds who are here to help you grow and succeed.
You will make an impact through work on meaningful projects alongside a team of experts.
ADI's culture values aligned goals, work-life balance, continuous and life-long learning opportunities, and shared rewards.

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