Principal Account Manager, FSE

divh2Principal Account Manager- ASD Accounts/h2pAnalog 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 todays innovators stay Ahead of Whats Possible./ppThe Principal Account Manager- ASD Accounts has responsible for formulating the account strategy for a strategic customer and leading the 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 to make and deliver presentations, lead customer discussions, and marshal ADIs 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./ppPrimary responsibilities include:/pulliGain insider status with key stakeholders and senior-level personnel at the customer to influence the buying process while transferring these successes to the team/liliBuild relationships with primary influencers at all levels in the decision-making process, based on a thorough understanding of the overall organization./liliBecome a valuable resource to the customer by providing insights and ideas on solutions to problems, aligned with ADIs capabilities/liliAble to develop, drive and maintain executive level relationship and executive level selling/liliPlan, collaborate and develop the overall account sales strategy to grow revenue and gain market share./liliWork with the ADI sales account team across the US to execute account strategy and influence decision-makers./liliEffectively align and utilize all available internal and external resources in support of customer and account strategy/liliWork collaboratively with the ADEF Business Unit and Field Application Engineering team to identify new product opportunities/liliUnderstand the customers problems and work closely with our application engineers and business unit teams to solve them./liliAnticipate client needs beyond the existing scope of products and services to discover opportunities to position the total value of ADIs portfolio/liliIdentify 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/liliDevelop an understanding of the competitive strongholds and implement a plan to displace incumbent/liliDevelop forecasts and provide business updates to the leadership as needed./liliTrack and regularly update opportunities in Microsoft Dynamics./liliPartner with the purchasing community to achieve the best results for ADI and customer relationship/liliUnderstanding and regularly mapping customers organizational structure to leverage all relevant relationships across the many business-units/liliUnderstanding the customers subcontracting ecosystems and positioning ADIs capabilities in support of business success of the customer./li/ulpQualifications:/pulliBSEE/MSEE or equivalent technical degree, analog and mixed-signal semiconductor expertise preferred/liliA minimum of 5-8 years and demonstrated success in previous technical sales, product marketing, field applications roles or equivalent/liliExpertise in the semiconductor sales process, early-stage innovation engagements, and executive communication skills/liliInfluencing skills; ability to challenge appropriately, creating constructive tension as necessary to drive results/liliStrong collaboration, leadership, and problem-solving abilities/liliProject management skills with ability to leverage unique strengths of all stakeholders/liliPersonal motivation, positive attitude, and courage to foster market share leadership in the region/liliAbility to travel 10% or more/liliUS citizenship required given the nature of the customer base/li/ulpAnalog 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./ppJob Req Type: Experienced Required Travel: Yes, 25% of the time Shift Type: 1st Shift/Days/p/div