Regional Sales Manager - Optical / Data Center (Pacific Northwest)

Semtech

4d•Remote

About The Position

The Regional Sales Manager will serve as a market share warrior, trusted customer advisor, and strategic partner orchestrator—driving explosive revenue growth through world-class demand generation across direct accounts and rep-covered territories. This high-impact position combines strategic vision with competitive sales instincts, orchestrating complex deals while building best-in-class rep firm relationships that multiply market reach. You'll be part business strategist, part performance coach, part trusted advisor, and part market intelligence officer—leveraging deep customer intimacy and systematic rep enablement to outmaneuver competition. Your dual mandate spans the full Semtech portfolio: secure design wins with direct strategic accounts while building rep firm capability, alignment, and performance that amplifies your impact across territories. Success requires becoming a trusted advisor whom customers welcome into confidential discussions while creating strategic partnerships where rep firm success directly fuels Semtech's growth. You'll leverage consultative discovery to uncover business consequences and decision criteria driving customer choices, while coaching reps to do the same. Success will be measured by market share gains, customer and partner loyalty, design-win velocity, and pipeline conversion at industry-leading rates. Time allocation between direct accounts and rep firms flexes based on territory revenue mix and growth potential, requiring strategic prioritization and dynamic resource optimization.

Requirements

Established customer relationships within optical products market
Experience with Data Center / Optical signal integrity solutions
6-10 years of experience in technical sales, account management, or business development in semiconductor or technology industries
Must be based in the Greater Seattle area with ability to commute to key customer site
Experience conducting quarterly business reviews and implementing performance improvement plans
Experience selling technical products into OEM, ODM, or enterprise customers
Consultative selling proficiency using discovery methodologies to understand customer needs
Strategic account planning capability with multi-year execution
Complex sales funnel management with accurate forecasting incorporating rep firm pipeline
Negotiation experience with procurement organizations and rep firm principals on commercial terms and territory management
Ability to develop business cases articulating ROI and value propositions
Ability to influence rep firm decisions on hiring, coverage, and resource investments
Executive-level relationship management track record with customers and rep firm ownership
Self-motivated with high accountability and ownership mentality
Results-oriented with strong bias for action and execution
Collaborative working style across FAE, product management, operations, marketing teams, and rep partners
Data-driven decision making using performance metrics and ROI analysis
Adaptable and effective in fast-paced, dynamic environments
Excellent written and verbal communication skills across technical and business audiences
Strategic thinking balancing short-term execution with long-term account and territory development
Bachelor's degree in Electrical Engineering, Business, or related technical/business field

Nice To Haves

Proven track record of achieving $10MM-$20MM+ annual revenue quotas with consistency
Experience managing rep firms or channel partners with demonstrated ability to drive accountability and performance improvement
Background as Field Application Engineer or Systems Engineer with transition into commercial sales
Experience with distribution partners and channel sales models including commission structure design
Established rep firm relationships with demonstrated ability to drive performance transformation
Track record of turning around underperforming territories through strategic rep management
Experience conducting win/loss analysis and translating market intelligence into actionable strategies
Participation in industry events, standards bodies, or technical working groups
Previous role at semiconductor company, OEM, or technology company in relevant markets
MBA or advanced technical degree

Responsibilities

Strategic Account Management, Revenue Growth & Design-Win Pursuit (30%-60%) Time allocation scales with direct account revenue and growth potential
Develop and execute comprehensive account plans for assigned customer accounts using consultative discovery methodologies
Build strategic customer relationships to identify opportunities for Semtech solutions across multiple product lines
Drive annual revenue achievement through strategic account development, design-win pursuit, and production ramp management
Partner with FAEs to drive technical evaluations, proof-of-concepts, and design-in activities for direct accounts
Translate customer technical requirements into compelling business cases and commercial proposals
Track design-win funnel from engagement through qualification and production ramp
Build and maintain qualified pipeline of 3-4x quota coverage with systematic opportunity progression
Lead pricing negotiations, MSA/NDA execution, and commercial terms protecting margins
Cultivate executive relationships with procurement, supply chain, and engineering management
Coordinate customer technical and commercial issue resolution across internal resources
Rep Firm Management, Revenue Growth & Development (20%-50%) Time allocation scales with rep territory revenue and growth potential
Manage 1-3 rep firms across assigned territory with accountability for revenue growth, performance metrics including NBOs, design-wins, CRM compliance, and revenue attainment
Conduct quarterly business reviews (QBRs) with rep principals assessing performance scorecards, territory coverage, and strategic alignment
Partner with rep firms and FAEs to drive technical evaluations, proof-of-concepts, and design-in activities across rep-covered accounts
Track rep-driven design-win funnel progression and production ramp execution
Develop rep capability through product training, technical solution selling coaching, and market intelligence sharing
Monitor rep/distributor/direct commission conflicts and resolve using proof-of-influence methodology
Build territory coverage strategies optimizing rep allocation and identifying underperforming coverage areas
Track rep firm metrics including trip reports, opportunity quality, forecast accuracy, and customer engagement effectiveness
Initiate performance improvement plans when rep firms fall below standards, making recommendations for rep changes when necessary
Negotiate territory assignments, commission structures, and resource allocation based on ROI justification
Business Operations & Forecasting (15%)
Deliver accurate monthly and quarterly revenue forecasts with appropriate lead-time visibility incorporating rep firm inputs
Maintain Salesforce accuracy ensuring pipeline hygiene and data quality across direct and rep-managed opportunities
Prepare and present Opportunity Reviews, Account Plans, Pipeline Reviews, and Rep QBRs to leadership
Track and report KPIs including design-win count, revenue attainment, win/loss ratios, rep performance metrics, and customer satisfaction
Develop account-specific and territory-wide pricing strategies balancing competitiveness with profitability
Maintain working knowledge of Semtech product portfolio and competitive alternatives
Cross-Functional Collaboration (5%)
Provide customer and rep firm feedback plus competitive intelligence to product marketing and leadership
Coordinate with supply chain and operations teams on demand planning, allocation, and new product introductions
Establish collaborative relationships with Semtech account managers supporting ecosystem players
Identify and engage technical influencers, consultants, and partners impacting customer technology selection
Support marketing initiatives including customer success stories, trade shows, and technical content