Principal Account Manager, Key Accounts

Key Account Manager

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 $9 billion in FY24 and approximately 24,000 people globally, ADI ensures today's innovators stay Ahead of What's Possible™.

The KAM sets a vision to grow an international account that is highly strategic to ADI with significantly complex requirements, establishes ADI as a strategic partner with the customer while driving profitable revenue growth for our company. The KAM drives customer engagement, and understanding throughout ADI, and fosters executive level engagements between ADI and the customer.

Responsibilities include but not limited to:

Strategic Account Sales Planning & Execution:

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

Management:

• 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
• Leverages internal capabilities – sales operations, sales enablement, FAE, BU resources, HR, etc. – to manage and develop their team most effectively
• Manages change aligned with overall sales and/or corporate strategy and objectives

Minimum 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
• Highly collaborative; acts as a team builder and team player
• Internal and external communication skills in English language
• Ability to present and interact with C-Level both internally and at the Global customer
• 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
• Ability and willingness to travel globally as necessary to conduct stated responsibilities