Senior Principal Account Manager, Global Accounts

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).

Analog Devices is looking for a Key Account Manager (KAM) to join the team based in Detroit Michigan area.  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:

• Deliver robust revenue growth and market share expansion
• Drive accelerated pipeline growth and turn pipeline into design-ins
• Create and maintain relationships with customer decision makers at all levels up to and including senior management
• Deep engagement in the customer decision making journey, from solution ideation through commercialization
• Becoming the customer’s most valued external partner by understanding critical business and technical challenges and delivering customer tailored proposals which leverage ADI’s differentiated capabilities
• Translate the customer’s business objectives to internal ADI stake holders, gaining support needed to address the customer’s unique business circumstances
• Coordination of multi-disciplinary teams focused on converting business opportunities to revenue
• Business management of all customer issues

Qualifications:

• BSEE or equivalent technical degree
• A minimum of 10 years in sales and account management with demonstrated success in  technical sales, product marketing, or equivalent roles
• Expertise in the semiconductor sales process, early stage innovation engagements, and executive communication skills
• Influencing skills; ability to challenge appropriately, creating constructive tension as necessary to drive results
• Strong collaboration, leadership, and problem-solving abilities
• Project management skills with ability to leverage unique strengths of all stakeholders
• Personal motivation, positive attitude, and courage to foster market share leadership in the region
• 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
• 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
• Experience with automotive customers and selling into the auto segment required
• Experience with Automotive Tier 1s and OEMs
• Ability to travel domestically and globally 25% or more with overnight stays

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, 25% of the time

Shift Type: 1st Shift/Days