Senior Account Manager, Key Accounts

Analog Devices•San Jose, CA

About The Position

Analog Devices is seeking a Senior Account Manager to drive revenue growth, design wins, and customer success within assigned strategic automotive accounts. Based in the San Francisco Bay Area, this role serves as a primary commercial interface between customers and ADI, developing account strategies, identifying opportunities, and coordinating resources to move customer programs from early engagement and evaluation through design-in, production, and lifecycle management. The role builds relationships across customer engineering, purchasing, program management, supply chain, and business leadership teams. In partnership with Field Applications Engineers, Product Lines, Marketing, Operations, Supply Chain, Quality, and NPI teams, the Senior Account Manager translates customer platform priorities and business requirements into sales opportunities and coordinated account plans. Success is measured by revenue attainment, pipeline development, design wins, forecast accuracy, account penetration, and execution against customer commitments.

Requirements

Bachelor's degree or equivalent combination of education and relevant professional experience.
Typically 5 or more years of experience in semiconductor sales, technical sales, account management, business development, field applications, or a related customer-facing commercial role.
Demonstrated experience developing customer relationships and identifying, qualifying, and advancing sales opportunities.
Experience managing a sales pipeline, customer forecast, account plan, or revenue target.
Working knowledge of semiconductor design-in, qualification, production-ramp, and product-lifecycle processes.
Ability to understand customer system requirements and connect them to relevant semiconductor products and solutions.
Commercial judgment, including familiarity with RFQs, pricing discussions, customer forecasts, and competitive positioning.
Ability to lead cross-functional account teams and drive outcomes without direct authority.
Excellent written, verbal, presentation, and negotiation skills.
Proficiency with CRM, forecasting, collaboration, productivity, and reporting tools.
Ability and willingness to travel; the description states up to 15% in the qualifications and 25% in the job details, including occasional overnight travel.

Nice To Haves

Experience in semiconductor field sales, account management, technical sales, or business development.
Experience supporting automotive OEMs, Tier 1 suppliers, technology companies, or other complex strategic accounts.
Established customer relationships across engineering, procurement, program management, supply chain, or business leadership.
Experience developing account strategies and converting customer roadmaps and system requirements into design-win opportunities.
Experience with pricing, quotations, commercial negotiations, RFQs, RFPs, and customer forecasts.
Familiarity with automotive semiconductor qualification, NPI, supply planning, and production-ramp processes.
Demonstrated ability to influence executive and technical stakeholders and mobilize cross-functional teams around account priorities.

Responsibilities

Develop and execute account plans supporting revenue growth, design-win objectives, market-share expansion, and long-term customer engagement.
Identify and qualify business opportunities by understanding customer platforms, product roadmaps, system requirements, sourcing strategies, and development timelines.
Build and maintain an opportunity pipeline, progressing opportunities from discovery and evaluation through design-in, design win, production ramp, and lifecycle management.
Achieve revenue, pipeline, and profitability objectives and address gaps against plan.
Serve as the primary commercial contact for assigned accounts and build trusted relationships across customer functions.
Establish customer engagement cadences, account reviews, and executive discussions.
Partner with Field Applications Engineers, Product Lines, Marketing, and engineering teams to position ADI solutions and secure design-ins and design wins.
Coordinate customer evaluations, samples, evaluation systems, technical reviews, and pre-production material.
Drive customer RFQ and RFP responses, aligning technical, commercial, quality, supply, and operational inputs.
Track customer platform milestones, sourcing decisions, qualification activities, risks, and competitive positioning through production launch.
Maintain accurate account, opportunity, revenue, and customer-interaction data in CRM and related sales systems.
Develop and maintain customer forecasts using customer input, opportunity timing, production schedules, backlog, and market conditions.
Support pricing, quotation, contract, and negotiation activities with appropriate commercial and business teams.
Lead the extended account team by establishing priorities, clarifying ownership, and coordinating execution across relevant functions.
Communicate account performance, opportunities, risks, and required decisions through forecasts, pipeline reviews, and business reviews.