Global Account Manager

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).

Job Description

The KAM/GAM sets a vision to grow an international account that is highly strategic to ADI with significantly complex requirements, establishes ADI as a strategic partner with the customer while driving profitable revenue growth for our company – This position is in ADI’s Health Care Sales team.  The KAM/GAM 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 customer. 

 Responsibilities include but not limited to:

Strategic Account Sales Planning & Execution:

• Develops and carries out a profitable growth plan aligned with corporate ADI, BU, and Global account’s objectives
• Creates and executes a plan containing a strategy to capture both new and competitive business in current & future SAM potential while protecting ADI and customer IP
• Directly leads and creates new opportunity engagements that provide the highest value for the Global account while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution
• Synthesizes & simplifies the customer’s complex organization and leads ADI on how to approach the customer.
• Creates an executive relationship map and builds networks from the very highest decision makers facilitating the engagement of ADI senior leadership as a strategic partner with customer’s C-level leadership.
• Viewed as part of the Global account’s company culture and as a trusted partner.
• Understands and leverages the entire Global account’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 BU 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 Global account’s ecosystem (end customer, market, 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, multisite development agreements and maintaining access/influence to engineering and executives at all levels
• Travels globally to both open new and drive existing strategic opportunities and executive relationships across entire customer’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 Global Account 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.