Principal Account Manager, Field Sales

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).

About the job

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, healthcare, energy, communications, and defense. With revenue of more than $12.5 billion in FY23 and approximately 25,000 people globally working alongside 125,000 global customers, ADI ensures today’s innovators stay Ahead of What’s Possible.

The ADI Sales team is seeking a motivated Sales Account Manager to provide support to our Aerospace & Defense accounts in Italy. As part of our dynamic sales team, you will work to develop a winning strategy that will grow design wins, customer relationships, and long-term profitable revenue growth. This position will have high visibility within all departments of ADI and requires account ownership, self-drive & accountability. You will be joining a team of seasoned sales professionals that will offer mentorship, coaching & guidance while integrating into the position.

As an Account Manager, you will work in conjunction with Field Applications Engineers (FAE) and Business Unit (BU) specialists to support customers by understanding and solving customers’ most challenging application-level problems that span a broad range of technologies. You will drive territory revenue growth by building strong customer relationships and maximizing ADI content on new customer designs.
 

Aerospace and Defense Market

Analog Devices, Inc. (ADI) has a significant presence in the Aerospace and Defense market, leveraging its advanced technologies and expertise in high-performance analog, mixed-signal, and digital signal processing solutions, and including Sensor technologies, Power Management, Communications(RF/Microwave/SDR), Electronic Warfare and Radars. ADI is committed to supporting the Defense and Security market through the development of cutting-edge technologies that enhance the capabilities of modern aerospace and Defense systems. This commitment ensures that military and aerospace systems operate with the highest levels of performance, reliability, and security.

Key Responsibilities

• Build and maintain trustful relationships with the relevant customers to understand new product developments.
• Plan and ensure ADI product design-in as well as increase the ADI’s market share.
• Develop detailed customer related account plans and communicate to ADI management including recommendations for the product development strategy.
• Develop and implement effective sales strategy for the assigned accounts.
• Evaluate and qualify new accounts, with management of the use of ADI resources.
• Conduct all contract and price negotiations up to successful conclusion.
• Assume overall responsibility for managing all aspects of the sales process.
• Demonstrate annual revenue growth by identifying, cultivating and closing Design In opportunities
• Develop and deliver customer presentations to diverse audiences.
• Develop relationships at all levels with customer and ADI product development Business Units.
• Drive engagements between ADI and customer Executives
• Collaborate and liaise closely with all members of the global account team and other internal groups such as technical support, development, marketing, product management, internal sales and customer service.
• Attend trade shows and industry events/conferences.
• Ensure regular and accurate reporting in accordance with internal procedures and guidelines.

Education/Training

• Degree level (BEng, MEng, BSc, MSc) in electronic engineering or related disciplines. Analog and mixed-signal semiconductor expertise preferred.
• Additional training in sales techniques and methodologies especially value-based-selling, ROI, as well as negotiation and presentation skills, communication, key account and project management will be a strong advantage.

Experience/Knowledge

• A minimum of 5 years of experience in a key account/ global account management role in the SC industry. Experience in ADEF segment is a plus.
• Experience in technical Sales to Major Accounts, Key Accounts etc.
• Experience in managing and coordinating sales projects on a global scale
• Experience in negotiating complex contracts, at technical and management level
• Experience with applying ROI and related methodologies
• Excellent knowledge of the semiconductor industry, ideally of both analog & digital applications
• Experience with the design and delivery of customer presentations
• Experience in using innovative customer management, reporting and forecasting systems
• Experience in collaborating and working effectively with virtual sales teams
• Experience in working in dynamic, matrix structured global organizations
   

Languages

• German – Fluent / Native
• English – fluent
• Other language is a plus

Specifics

• Due to specific activities addressing the German Aerospace & Defense market, the German citizenship is mandatory for this position.
• Not dual citizenship is allowed for this position

Required Travel: 50% of the time

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.