Job details

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.

Analog Devices (NASDAQ: ADI) designs and manufactures semiconductor products and solutions. We enable our customers to interpret the world around us by intelligently bridging the physical and digital worlds with unmatched technologies that sense, measure and connect.

Analog Devices is looking for a Key Account Manager (KAM) to join the team. The KAM develops and expands an international account that is highly strategic to ADI with significantly complex requirements, establishing ADI as a strategic partner with the customer while driving profitable revenue growth for ADI. The KAM defines and leads the America's strategy for the account in conjunction with the GAM where applicable. The KAM also ensures the strategy is executed, driving customer engagement, and understanding throughout ADI, and fostering executive level engagements between ADI and the customer.

Key Attributes:

Driven, with a passion for success for both ADI & their customer
Relentless and tenacious, balanced with empathy
Courageous with a high tolerance for risk (i.e., runs into the fire)
Culturally sensitive, with a natural interest in learning about others
Open-minded with excellent judgment
Unshakeable – steady in any situation, calm under pressure, not reactionary or an alarmist
Diligent and consistent
Nimble and agile – balances details with bigger picture and transitions well between both

Primary Responsibilities:

Strategic Account Sales Planning & Execution:

Develops and carries out a profitable growth plan aligned with corporate ADI, SBU and Global account’s objectives; understands the P&L for the entire account and major programs.
- Delivers plan containing strategies to capture both new and competitive business in current & future SAM potential by each relevant customer division 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 and, resulting in a differentiated solution
Synthesizes & simplifies the customer’s complex organization and leads ADI on how to approach the customer from both the customer’s and ADI’s perspective.
- 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 senior leadership.
- 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 SBU leaders up through ADI CEO, acting as the single voice of the customer filtering information appropriately related to the accounts objectives, performance, opportunities, and issues.
Assimilates within the Global account’s company culture so they are viewed as being a trusted part of their organization.
Understands the entire Global account’s ecosystem (end customer, design partners) and leverages partner resources
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 while minimizing cost reductions 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.

Motivating and collaborating with an indirect team:

The KAM will lead the NA team associated with specific accounts. These team members are often indirect reports. The KAM needs to understand what is going on at all NA locations and work with the FSE team to ensure proper alignment and coverage to the overall account strategy.

Management and Leadership:

Leads and coach’s 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
Responsible for performance to plan, understands drivers of gaps to achieving plan and quickly addresses those areas until resolved.
Acts as an advocate for sales staff and is involved in escalations when customer expectations are not being met.
Appropriately rewards and recognizes employees following ADI’s pay for performance philosophy while also driving differentiation across the organization.
Leverages internal capabilities – sales operations, sales enablement, FAE, BU resources, HR, etc. – to manage and develop their team most effectively
Manages change aligned with overall sales and/or corporate strategy and objectives

Qualifications:

Inspirational leader and coach who can convey a vision others want to follow, both within ADI and at their customer; ability to lead talent while adapting to the situation utilizing strong coaching skills
Strategically thinks, behaves, and operates while maintaining a global, long-term perspective
Expert in ADI selling methodologies and processes with executive-level selling skills
Highly collaborative; acts as a team builder and team player
Internal and external communication skills in English language – meeting facilitation, appropriate flow of relevant information to relevant stakeholders, presentations, filters communications appropriately
Ability to synthesize complex information across multiple inputs and perspectives – external market, customer, ADI, etc.
Influencing skills; ability to challenge appropriately, creating constructive tension as necessary to drive results
Problem solving skills to identify, address and drive issues to a mutually beneficial resolution
Ability and willingness to travel as necessary to conduct stated responsibilities
Embedded / Application software knowledgeable

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.

EEO is the Law:

Notice of Applicant Rights Under the Law

Job Req Type: Experienced

Required Travel: Yes, 10% of the time

Shift Type: 1st Shift/Days

By Analog Devices

Analog Devices, Inc. (ADI) is a leading global technology company—designing and manufacturing technical products, solutions, and ecosystems that fully understand the world around us and help make it better. ADI captures data where it is born, at t...

19 jobs

FUNDING

Public

INDUSTRY

Electronics Manufacturing

TEAM SIZE

10000+

LOCATION

Hybrid, based in Wilmington, MA

DATE POSTED

June 23, 2023