Principal Account Manager, Key Accounts

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 $12 billion in FY22 and approximately 25,000 people globally working alongside 125,000 global customers, ADI ensures today's innovators stay Ahead of What's Possible.

Analog Devices is looking for a Key Account Manager (KAM) to join the team based in San Jose, CA. The KAM develops and expands a customer account that is highly strategic to ADI with 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:

• Driven, with a passion for success for both ADI & the customer

• Relentless and tenacious, balanced with empathy

• Courageous with a high tolerance for risk

• Culturally sensitive, with a natural interest in learning about others

• Open-minded with excellent judgment

• Calm and calculated under pressure

• Diligent and consistent

• Versatile and agile, able to balance high-level concepts with nuance

Primary Responsibilities:

Strategic Account Sales Planning & Execution:

• Develops and carries out a profitable growth plan aligned with ADI Business Unit and Global account's objectives; understands the P&L for the entire account and major programs

• Develops and executes strategies to capture new and competitive business and analyze 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 differentiated solution proposals

• Synthesizes & simplifies the customer's complex organization and leads ADI on how to approach the customer from both the customer's and ADI's perspective.

• Creates an executive relationship map and builds networks from the very highest decision makers, facilitating strategic engagement of ADI senior leadership and customer senior leadership

• 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, representing the voice of the customer while appropriately articulating the customer objectives, performance, opportunities, and issues

• Assimilates within the Global account's company culture so they are viewed as a trusted partner with the customer organization

• Understands the entire Global account ecosystem (end customer, design partners, etc.) and leverages partner resources

• Travels globally to both drive new and existing opportunities and curate executive relationships across the entire customer global footprint

Motivating and collaborating with an indirect team:

• The KAM will lead the NA team associated with specific accounts. These team members are often indirect reports. The KAM needs to understand customer activity at all North American locations and work with the FSE team to ensure proper alignment and coverage to the overall account strategy.

Management and Leadership:

• Demonstrates the expected ADI leadership characteristics necessary to lead others

• 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, BU resources, HR, etc. - to manage and develop an indirect team most effectively

• Manages structural change aligned with overall sales and/or corporate strategy and objectives

Qualifications:

• Demonstrated knowledge in high-level power system architecture, electronic design, and embedded / application software

• Experience with selling into automotive customers and selling into the automotive industry

• Change this to "Power for Datacenter and Automotive Applications, Mixed Signal. Audio and SerDes is a plus."

• Inspirational leader and coach who can convey a vision others want to follow, both within ADI and at their customer; ability to lead talent while adapting to the situation utilizing strong coaching skills

• 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. Must be able to cultivate relationships inside the Business Units

• Internal and external communication skills in English language, including meeting facilitation, presentations, and articulation of information tailored to stakeholder audience

• 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 as necessary to conduct stated responsibilities

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

The wage range for a new hire into this position is $154,560 to $212,520.

• 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.