Senior Principal Account Manager, Global 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.

Company Profile

Analog Devices, Inc. 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 FY23 and approximately 26,000 people globally working alongside 125,000 global customers, ADI ensures today’s innovators stay Ahead of What’s Possible.

Opportunity Profile

The Senior Principal Account Manager sets a vision to grow the account internationally that is highly strategic to ADI with significantly complex requirements and establishes ADI as a strategic partner with the client while driving profitable revenue growth for our company. This leader defines and leads the master strategy for the account by developing a Strategic Account Plan and ensures the strategy is executed, by driving customer engagement and understanding throughout ADI, and fostering executive-level engagements between ADI and the client. 

Responsibilities

Strategic Account Sales Planning & Execution:

• Develops and carries out a profitable growth plan aligned with corporate ADI, Business Units, and the client’s objectives.
• Creates and executes a plan containing a strategy to capture both new and competitive business in current and future SAM potential while protecting ADI and THE CLIENT’s IP.
• Directly leads and creates new opportunity engagements that provide the highest value for the CLIENT account while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution.
• Synthesizes THE CLIENT’s organization and leads ADI on how to approach the account.
• Creates an executive relationship; maps and builds networks from the very highest decision-makers facilitating the engagement of ADI senior leadership as a strategic partner with THE CLIENT’s C-level leadership.
• Viewed as part of THE CLIENT’s company culture and as a trusted partner.
• Understands and leverages THE CLIENT’s extended ecosystem.
• Identifies field coverage (Sales and Application Engineering) needed to execute profitable growth and deploys the talent globally to win the most strategic multi-location platforms.
• Interacts directly with ADI executive Business Unit leaders up through ADI CEO, acting as the single voice of the customer filtering information appropriately related to the account’s objectives, performance, opportunities, and issues.
• Understands the entire CLIENT ecosystem (end customer, market, and design partners).
• Identifies and resolves issues that interfere with driving investment decision-making that leads to profitable growth with the account.
• Leads and negotiates global pricing contracts and multi-site development agreements and maintains access to / influence on engineering and executives at all levels.
• Travels globally to both open new and drive existing strategic opportunities and executive relationships across THE CLIENT’s global footprint.

Coaching and Talent Development of Team:

• Coaches and develops a team of KAMs / Field Sales Engineers on their responsibility for the account’s sales plan and associated competencies.
• Has a development plan in place with KAMs / FSEs that leverages the individual’s strengths and improves areas of development.
• Identifies high-potential talent and closely monitors their development.
• Determines need for training and development aligned with overall corporate and sales strategy and objectives; ensures training is completed and / or up to date for global account team.
• Reinforces Challenger Selling throughout the CLIENT sales team.

Management and Leadership:

• Leads and coaches entire customer sales team in unbiased way relative to regional alignment, recognizing the efforts of the various regional locations supporting the account. Decides splits accordingly.
• Demonstrates the expected ADI leadership characteristics necessary to lead others.
• Able to lead multicultural team through influence.
• Responsible for performance to pl