Senior Sales Account Manager for Strategic Accounts

Coherent•Santa Clara, CA

About The Position

The Senior Manager, Strategic Accounts – Data Center & Communications is a senior individual-contributor sales role responsible for developing and growing strategic customers and partnerships across data center infrastructure, Frontier AI, and emerging technology markets. The role focuses on identifying high-value opportunities, building senior-level customer relationships, driving design wins, and developing new accounts into meaningful long-term revenue. The individual works across Coherent to connect customer requirements and technology roadmaps with its portfolio of data center and communications solutions. The position leads account development and business growth, aligns customer needs with technology capabilities, and directs commercial strategy and negotiations for assigned accounts. It also coordinates cross-functional teams and serves as the primary commercial leader and internal advocate for strategic accounts. Success is measured by revenue, bookings, and pipeline growth; development of new strategic customers and partnerships; strategic design wins and expansion of Coherent's technology footprint; and strong executive relationships and execution of strategic account plans. Employees must follow site EHS procedures and Coherent Corp. Corporate EHS standards. Depending on location, the role may also be responsible for applicable quality and environmental management standards, including ISO 9000, 9001, and 14001. The position requires adherence to Coherent's ICARE values: Integrity, Collaboration, Accountability, Respect, and Enthusiasm.

Requirements

At least 8 years of experience in strategic sales, account management, or business development within data center, networking, communications, semiconductor, optical, or related technology markets.
Demonstrated success developing strategic customers and creating new business in rapidly evolving technology markets.
Strong understanding of data center and AI infrastructure, networking, and high-speed connectivity technologies.
Experience managing complex technical sales cycles and developing relationships with senior customer executives.
Strong commercial, negotiation, account planning, and communication skills.
Ability to lead cross-functionally within a global, matrixed organization.
Bachelor's degree in Engineering, Business, or a related discipline.

Nice To Haves

Advanced degree or MBA.

Responsibilities

Own and grow a portfolio of strategic accounts across data center infrastructure, Frontier AI, and other emerging opportunities.
Develop account strategies identifying opportunities, customer priorities, decision makers, competitive positioning, and growth potential.
Build relationships across customer engineering, sourcing, business leadership, and executive teams.
Identify and develop new customers, strategic partnerships, and business opportunities.
Drive opportunities from initial engagement through technical qualification, design win, commercial negotiation, and production ramp.
Build and manage a strong pipeline and deliver sustainable revenue and bookings growth.
Understand customer architectures, technology roadmaps, and future infrastructure requirements.
Connect customer needs with Coherent's product and technology capabilities and identify opportunities to expand Coherent's footprint.
Bring customer and market insights to Product Management, Engineering, and business leadership to help shape priorities and investment decisions.
Lead commercial strategy and negotiations for assigned accounts, including pricing, forecasts, supply commitments, and strategic agreements.
Coordinate Product Management, Engineering, Applications Engineering, Operations, Supply Chain, and other functions around key customer opportunities.
Serve as the primary commercial leader and internal advocate for assigned strategic accounts.
Follow site EHS procedures and Coherent Corp. Corporate EHS standards.
Depending on location, execute and maintain applicable quality and environmental standards and management-system responsibilities.
Adhere to Coherent's ICARE company values.