Principal 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).

As a Regional Key Account Manager (KAM) at Analog Devices (ADI), you will serve as a strategic business and technology partner to a select group of ADI’s U.S. Industrial customers. Your mission will be to drive accelerated revenue growth by solving complex customer challenges using ADI’s industry-leading solutions.

You will own and lead account strategy, often in collaboration with a Global Account Manager, and act as a trusted advisor by aligning customer needs with ADI’s capabilities. The ideal candidate is results-driven, possesses a strong blend of technical and commercial acumen, and thrives in a highly collaborative environment.

Key Responsibilities

• Drive opportunity creation and growth: Identify, qualify, and win high-value opportunities that deliver significant revenue and strategic impact. Drive early architecture engagement and align customer needs with ADI technology offerings.
• Own and execute account strategy: Define, document, and lead comprehensive account strategy plans that align customer’s business objectives, challenges, and future vision with ADI’s value proposition.
• Expand customer relationships: Build and strengthen multi-level relationships across customer functions—including engineering, procurement, operations, program management, and executive leadership. Develop advocates across the customer organization that can coach and guide ADI to “Win-Win” outcomes.
• Navigate customer ecosystems: Understand our customers’ markets, organization, development methodology, solutions and partnerships. Develop a holistic view of the customer ecosystem including the market, partners and their current positioning. Aspire to understand your “customers customer”.
• Innovation: Participate in deep technical and business discussions to help shape specifications, uncover unmet needs, and deliver differentiated solutions.
• Cross functional collaboration: Interface closely with ADI business unit contacts and other sales leaders to help outline, define and advocate for new solution investments and deliverables focused on Industrial Automation share growth.
• Account ownership and control: Become an expert on your customer by providing customer business insights, relationship mapping, a robust opportunity pipeline and detailed analysis of the available market.
• Act as the customer’s voice: Represent customer needs and feedback to internal ADI stakeholders, including Business Units and executive leadership, up to the CEO level.
• Manage by influence: Lead and influence cross-functional teams to anticipate customer needs, resolve challenges and deliver superior customer service. Inspire your sales and applications engineering colleagues to prioritize and execute the account strategy.

Ideal Candidate Profile

• High integrity & ownership: Passionate, accountable with a result-oriented mindset.
• Proven leadership: Demonstrated success in building customer relationships, driving strategic engagements, and managing complex accounts.
• Effective communicator: Skilled in articulating complex engagements from entry level engineering and procurement teams to C-level executives. Strong communication and collaboration skills that can rally a team to win. Savvy sales professional who can challenge internal and external customers to overcome obstacles to success.
• Team-oriented: Collaborates across functions and organizations to mobilize resources, resolve issues, and drive results.
• Customer-centric: Track record of building strong, trust-based relationships across all levels of customer organizations
• Technical-commercial expertise: Minimum of 3 years in semiconductor sales, Field Applications or related role.
• Strategic thinker: Ability to understand market trends, define opportunity roadmaps, and execute long-term business strategies.
• Educational background: Bachelor’ degree in Electrical Engineering, Business, or a related field. Equivalent technical sales experience considered.
• Travel flexibility: Willing to travel up to 25% to engage customers and internal teams as needed.

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.

• Actual wage offered may vary depending on work location, experience, education, training, external market data, internal pay equity, or other bona fide factors.

• This position qualifies for a discretionary performance-based bonus which is based on personal and company factors.

• This position includes medical, vision and dental coverage, 401k, paid vacation, holidays, and sick time, and other benefits.