Senior Principal Account Manager, Key Accounts

About Analog Devices

Analog Devices, Inc. (NASDAQ: ADI ) is a global semiconductor leader that bridges the physical and digital worlds to enable breakthroughs at the Intelligent Edge. ADI combines analog, digital, and software technologies into solutions that help drive advancements in digitized factories, mobility, and digital healthcare, combat climate change, and reliably connect humans and the world. With revenue of more than $9 billion in FY24 and approximately 24,000 people globally, ADI ensures today's innovators stay Ahead of What's Possible™. Learn more at www.analog.com and on LinkedIn and Twitter (X).

Analog Devices (NASDAQ: ADI) designs and manufactures semiconductor products and solutions. We enable our customers to interpret the world around us by intelligently bridging the physical and digital worlds with unmatched technologies that sense, measure and connect.

Key Account Manager (KAM) – Industrial Segment

In this role the responsibility of the KAM is to formulate an account strategy for one of ADI’s leading industrial customer and collaborating with the global account team to drive profitable revenue growth, build a pipeline of design opportunities, and influence new product development (both internal and external), while developing and maintaining executive relationships at the customer.  Direct customer contact will comprise the major portion of this role and the successful candidate must have both the sales skills and technical knowledge of ADI portfolio offering. The candidate is also expected to lead customer discussions, and marshal ADI’s world-class resources across business units to advance the sales process. Experience and success with a team selling approach across business units, including successfully diagnosing and proactively resolving any potential execution conflicts is a must.

Key Attributes:

• Results driven, with a passion for success for both ADI & their customer
• High Integrity coupled with strong desire to win.
• Strategic thinker, with Initiative and enthusiasm for new challenges
• Diligent and consistent
• Executive presence. Can convey a vision others want to follow at ADI and customer.
• Open-minded with excellent judgment
• Unshakeable – steady in any situation, calm under pressure, not reactionary or an alarmist
• Nimble and agile – balances details with bigger picture and transitions well between both

• Multicultural understanding, with a natural interest in learning about others

Primary Responsibilities Include:

• Develops and carries out a profitable growth plan for account which aligns with corporate ADI, BU, and the Global account’s objectives.
  • Creates strategies to defend current business while capturing new and competitive business to increase share of SAM.
  • Understand drivers of gaps to achieving plan and quickly addresses those areas until resolved
• Leads and creates new opportunity engagements that provide the highest value for the Global Industrial account while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution.
• 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 Automated Test Equipment (ATE) Business Unit and Field Application Engineering team to identify new product opportunities
• Understand the customer’s problems and work closely with our application engineers and business unit teams to solve them.
• Anticipate client needs beyond the existing scope of products and services to discover opportunities to position the total value of ADI’s portfolio
• Identify and develop the opportunities to be penetrated in the targeted market; focusing on the opportunities that will have the most significant revenue return on investment for profitable growth
• Develop an understanding of the competitive strongholds and implement a plan to displace incumbent
• 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

Minimum Qualifications:

• A Bachelor's Degree in Electrical/Electronic Engineering or an equivalent professional qualification.
• A minimum of 10 years technical sales experience including minimum 5 years’ experience selling to Complex Major Accounts, Key Accounts
• 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
• Internal and external communication skills in English language
• 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.

For positions requiring access to technical data, Analog Devices, Inc. may have to obtain export licensing approval from the U.S. Department of Commerce - Bureau of Industry and Security and/or the U.S. Department of State - Directorate of Defense Trade Controls.  As such, applicants for this position – except US Citizens, US Permanent Residents, and protected individuals as defined by 8 U.S.C. 1324b(a)(3) – may have to go through an export licensing review process.

Analog Devices is an equal opportunity employer. We foster a culture where everyone has an opportunity to succeed regardless of their race, color, religion, age, ancestry, national origin, social or ethnic origin, sex, sexual orientation, gender, gender identity, gender expression, marital status, pregnancy, parental status, disability, medical condition, genetic information, military or veteran status, union membership, and political affiliation, or any other legally protected group.

EEO is the Law: Notice of Applicant Rights Under the Law.

Job Req Type: Experienced

Required Travel: Yes, 10% of the time

Shift Type: 1st Shift/Days

For positions requiring access to technical data, Analog Devices, Inc. may have to obtain export  licensing approval from the U.S. Department of Commerce - Bureau of Industry and Security and/or the U.S. Department of State - Directorate of Defense Trade Controls.  As such, applicants for this position – except US Citizens, US Permanent Residents, and protected individuals as defined by 8 U.S.C. 1324b(a)(3) – may have to go through an export licensing review process.

Analog Devices is an equal opportunity employer. We foster a culture where everyone has an opportunity to succeed regardless of their race, color, religion, age, ancestry, national origin, social or ethnic origin, sex, sexual orientation, gender, gender identity, gender expression, marital status, pregnancy, parental status, disability, medical condition, genetic information, military or veteran status, union membership, and political affiliation, or any other legally protected group.

EEO is the Law: Notice of Applicant Rights Under the Law.

Job Req Type: Experienced

Required Travel: Yes, 10% of the time

Shift Type: 1st Shift/Days