Senior Principal Account Manager, Key Accounts

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.

ADI’s sensing, signal conversion, and signal processing technology powers energy infrastructure around the world. From microgrids and utilities to data centers and factories and more, ADI’s domain experts help our customers design intelligent, flexible, efficient systems to help reach their business goals.

The Sustainable Energy KAM will support Accounts that are focused on the Energy Grid, Renewables, Storge, and Charging.  These Accounts are highly strategic to ADI with significantly complex requirements.  The KAM will establish ADI as a strategic partner while driving profitable revenue growth for our company.  The KAM defines and leads the strategy for the account ensuring the strategy is executed by driving customer engagement and understanding throughout ADI while fostering executive level engagements between ADI and the customer.

Key Attributes:

• High Integrity coupled with strong desire to win.
• Executive presence. Can convey a vision others want to follow at ADI and customer.
• Entrepreneurial thinker, with Initiative and enthusiasm for new challenges
• Results driven, with a passion to create success for both ADI & their customer.
• Relentless and tenacious, balanced with empathy.
• Multicultural understanding, with a natural interest in learning about others
• Open-minded with excellent judgment and decision making.
• Unshakeable – steady in any situation, capacity to cope with pressure.
• Nimble and agile – balances details with bigger picture and transitions well between both

Primary Responsibilities Include:

Strategic Account Sales Planning & Execution:

• Develops and is responsible for performance of the Account's growth plan aligned 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.
• Directly leads and creates new opportunity engagements that provide the highest value for the customer while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution.
• Synthesizes & simplifies the customer’s organization and leads ADI on how to engage the customer from both the customer’s and ADI’s perspective.
  • Builds networks and maintains access with C-suite decision makers.
  • Facilitates the engagement of ADI senior leadership with customer’s C-level leadership resulting in strategic partnership.
  • Assimilates within the account’s company culture to enable a trusted partnership with their organization.
• Organizes field sales coverage for multi-sited accounts as required to execute the account’s strategy and leads an indirect team to win the most impactful opportunities to both ADI and the customer.
• Interacts internally with ADI executive BU leaders up through ADI CEO, acting as the voice of the customer filtering information appropriately related to the account’s objectives, performance, opportunities, and issues.
• Understands the entire account’s ecosystem (end customer, market, design partners) and leverages partner resources.
• Identifies and resolves issues that interfere with driving investment decision making that leads to impactful profitable growth for both ADI and the customer.
• Leads and negotiates global contracts, and multisite development agreements.
• Travels to both open new and drive existing strategic opportunities and executive relationships across entire customer’s North American footprint.

Management, Coaching and Leadership:

• Coaches and leads the sales team for multi-site customers on their responsibility for the account’s sales plan.
• Recognizes the efforts of the various regional locations supporting the account. Decides splits accordingly.
• Demonstrates the ADI leadership characteristics necessary to lead others.
• Leads Global multicultural sales team through influence.
• Acts as an advocate for sales staff and participates in escalations when customer expectations are not being met.
• Leverages internal capabilities – sales operations, FAE, BU