Principal Account Manager

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 $12 billion in FY22 and approximately 25,000 people globally working alongside 125,000 global customers, ADI ensures today’s innovators stay Ahead of What’s Possible.

Principle Account Manager-Key Accounts, has responsibility to provide support to our Key Defense customers. As part of the Aerospace and Defense Sales team, you will work to develop a winning strategy and strengthen customer relationships to drive profitable revenue growth, build a pipeline of design opportunities, and influence new product development (both internal and external).  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 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.

Primary responsibilities include 

• Gain “insider status” with key stakeholders and senior level personnel at customer to influence the buying process while transferring these successes to the team.
• Build relationships with primary influencers at all levels in the decision-making process, based on a thorough understanding of the overall organization.
• Become a valuable resource to the customer by providing insights and ideas on solutions to problems, aligned with ADI’s capabilities.
• Plan, collaborate and develop the overall account sales strategy to grow revenue and gain market share.
• Work with the ADI sales account team across the US to execute account strategy and influence decision makers.
• Effectively align and utilize all available internal and external resources in support of customer and account strategy.
• Work collaboratively with the ADEF Business Unit and Field Application Engineering team to identify new product opportunities.
• Understand the customer’s problems and working closely with our application engineers and business unit teams to solve them.
• Anticipate client needs beyond 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 greatest revenue return on investment for profitable growth.
• Develop understanding of the competitive strongholds and implement a plan to displace incumbent.
• Develop forecasts and provide business updates to the leadership as needed.
• Track and regularly update opportunities in Microsoft Dynamics.
• Partner with the purchasing community to achieve best results for ADI and customer relationship.

Minimum qualifications

• U.S. Citizen
• BSEE or equivalent technical degree, analog and mixed-signal semiconductor expertise preferred
• Strong interpersonal & organizational skills
• Strong collaboration, leadership, and problem-solving skills
• Personal motivation, positive attitude
• Naturally comfortable around people
• Natural curiosity about the semiconductor industry and impact on society, continuous learning mindset
• Basic understanding of embedded systems through undergraduate courses
• Ability to travel (within territory) with some overnight stays

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.