Senior Principal Account Manager, Key Accounts

ADI’s sensing, signal conversion, and signal processing technology powers energy infrastructure around the world. From microgrids and utilities to data centers and factories and more, ADI’s domain experts help our customers design intelligent, flexible, efficient systems to help reach their business goals.

The Sustainable Energy KAM will support Accounts that are focused on the Energy Grid, Renewables, Storge, and Charging. These Accounts are highly strategic to ADI with significantly complex requirements.

The KAM will establish ADI as a strategic partner while driving profitable revenue growth for our company. The KAM defines and leads the strategy for the account ensuring the strategy is executed by driving customer engagement and understanding throughout ADI while fostering executive level engagements between ADI and the customer.

Key Attributes :

• High Integrity coupled with strong desire to win.
• Executive presence. Can convey a vision others want to follow at ADI and customer.
• Entrepreneurial thinker, with Initiative and enthusiasm for new challenges
• Results driven, with a passion to create success for both ADI & their customer.
• Relentless and tenacious, balanced with empathy.
• Multicultural understanding, with a natural interest in learning about others
• Open-minded with excellent judgment and decision making.
• Unshakeable steady in any situation, capacity to cope with pressure.
• Nimble and agile balances details with bigger picture and transitions well between both

Primary Responsibilities Include :

Strategic Account Sales Planning & Execution :

Develops and is responsible for performance of the Account's growth plan aligned with corporate ADI, BU, and the Global account’s objectives.

Creates strategies to defend current business while capturing new and competitive business to increase share of SAM.Understand drivers of gaps to achieving plan and quickly addresses those areas until resolved.

• Directly leads and creates new opportunity engagements that provide the highest value for the customer while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution.
• Synthesizes & simplifies the customer’s organization and leads ADI on how to engage the customer from both the customer’s and ADI’s perspective.

Builds networks and maintains access with C-suite decision makers.Facilitates the engagement of ADI senior leadership with customer’s C-level leadership resulting in strategic partnership.

Assimilates within the account’s company culture to enable a trusted partnership with their organization.

• Organizes field sales coverage for multi-sited accounts as required to execute the account’s strategy and leads an indirect team to win the most impactful opportunities to both ADI and the customer.
• Interacts internally with ADI executive BU leaders up through ADI CEO, acting as the voice of the customer filtering information appropriately related to the account’s objectives, performance, opportunities, and issues.
• Understands the entire account’s ecosystem (end customer, market, design partners) and leverages partner resources.
• Identifies and resolves issues that interfere with driving investment decision making that leads to impactful profitable growth for both ADI and the customer.
• Leads and negotiates global contracts, and multisite development agreements.
• Travels to both open new and drive existing strategic opportunities and executive relationships across entire customer’s North American footprint.

Management, Coaching and Leadership :

• Coaches and leads the sales team for multi-site customers on their responsibility for the account’s sales plan.
• Recognizes the efforts of the various regional locations supporting the account. Decides splits accordingly.
• Demonstrates the ADI leadership characteristics necessary to lead others.
• Leads Global multicultural sales team through influence.
• Acts as an advocate for sales staff and participates in escalations when customer expectations are not being met.
• Leverages internal capabilities sales operations, FAE, BU resources, HR, etc. to support their customer team most effectively.
• Manages and leads change aligned with overall sales and / or corporate strategy and objectives.

Minimum Qualifications :

• A Bachelor's Degree in Electrical / Electronic Engineering or an equivalent professional qualification.
• A minimum of 7 years technical sales experience including minimum 3 years’ experience selling to Complex Major Accounts, Key Accounts
• Exceptional knowledge of the semiconductor industry, especially in relation to the developments of the Energy segment
• Highly skilled in executive level selling and presenting C-Level business impact created by ADI technical solutions.
• Experience in negotiating complex contracts, at technical and management level.
• Highly collaborative with experience leading a matrix structured organization both the high-level account vision and coordination of sales projects on a global scale.
• 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.
• Internal and external communication skills in English language meeting facilitation, appropriate flow of relevant information to relevant stakeholders, presentations, filters communications appropriately
• Ability and willingness to travel globally as necessary to conduct stated responsibilities.

Job Req Type : ExperiencedRequired Travel : Yes, 10% of the timeShift Type : 1st Shift / DaysThe wage range for a new hire into this position is $156,800 to $215,600.

Actual wage offered may vary depending on geography, experience, education, training, external market data, internal 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.