Senior Principal Account Manager, Global Accounts

Company Profile Analog Devices, Inc. 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 FY23 and approximately 26,000 people globally working alongside 125,000 global customers, ADI ensures today’s innovators stay Ahead of What’s Possible.

Opportunity Profile The Senior Principal Account Manager sets a vision to grow the account internationally that is highly strategic to ADI with significantly complex requirements and establishes ADI as a strategic partner with the client while driving profitable revenue growth for our company.

This leader defines and leads the master strategy for the account by developing a Strategic Account Plan and ensures the strategy is executed, by driving customer engagement and understanding throughout ADI, and fostering executive-level engagements between ADI and the client.

Responsibilities Strategic Account Sales Planning & Execution :

• Develops and carries out a profitable growth plan aligned with corporate ADI, Business Units, and the client’s objectives.
• Creates and executes a plan containing a strategy to capture both new and competitive business in current and future SAM potential while protecting ADI and THE CLIENT’s IP.
• Directly leads and creates new opportunity engagements that provide the highest value for the CLIENT account while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution.
• Synthesizes THE CLIENT’s organization and leads ADI on how to approach the account.
• Creates an executive relationship; maps and builds networks from the very highest decision-makers facilitating the engagement of ADI senior leadership as a strategic partner with THE CLIENT’s C-level leadership.
• Viewed as part of THE CLIENT’s company culture and as a trusted partner.
• Understands and leverages THE CLIENT’s extended ecosystem.
• 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 Business Unit leaders up through ADI CEO, acting as the single voice of the customer filtering information appropriately related to the account’s objectives, performance, opportunities, and issues.
• Understands the entire CLIENT ecosystem (end customer, market, and design partners).
• 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 and multi-site development agreements and maintains access to / influence on engineering and executives at all levels.
• Travels globally to both open new and drive existing strategic opportunities and executive relationships across THE CLIENT’s global footprint.

Coaching and Talent Development of Team :

• Coaches and develops a team of KAMs / Field Sales Engineers on their responsibility for the account’s sales plan and associated competencies.
• Has a development plan in place with KAMs / FSEs that leverages the individual’s strengths and improves areas of development.
• Identifies high-potential talent and closely monitors their development.
• Determines need for training and development aligned with overall corporate and sales strategy and objectives; ensures training is completed and / or up to date for global account team.
• Reinforces Challenger Selling throughout the CLIENT sales team. Management and Leadership :
• Leads and coaches 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.
• Able to lead multicultural team through influence.
• 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, Business Unit resources, HR, etc. to most effectively manage and develop the team.
• Manages change aligned with overall sales and / or corporate strategy and objectives. Skills & Qualifications
• Strategically thinks, behaves, and operates while maintaining a global, long-term perspective.
• Strong desire to win.
• Expert in ADI selling methodologies and processes with executive-level selling skills.
• Ability to present and interact with C-Level both internally and at THE CLIENT.
• Ability to synthesize complex information across multiple inputs and perspectives external market, customer, ADI, etc.
• Inspirational leader and coach who can convey a vision others want to follow, both within ADI and at THE CLIENT; ability to lead talent while adapting to the situation utilizing strong coaching skills.
• Highly collaborative; acts as a team builder and team player.
• 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.
• Ability and willingness to travel globally 10% of the time 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 $162,400 to $223,300.

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.

Benefits for the position includes 10 paid holidays per year, paid vacation starting at 136 hours per year for full-time employees (prorated for part-time employees), and paid sick time that exceeds the requirements of the Washington State Sick Leave law.