Principal Account Manager, Field Sales

What You'll Do

• but are not limited to: Deliver robust revenue growth and market share expansion at the highest potential customers in the Automotive, Aerospace and Defense, Consumer, Energy, Industrial and Medical markets 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 tailored proposals which leverage ADI’s differentiated capabilities.
• Understanding and disseminating customer needs versus wants Translate the customer’s business objectives to internal ADI stakeholders, gaining support needed to address the customer’s unique business circumstances Coordination of multi-disciplinary teams focused on converting business opportunities to revenue All aspects of business and opportunity management including opportunity creation & management in CRM, customer revenue forecasting, & more Working closely with the Field Applications Engineering (FAE) partner to develop & maintain customer relationships Develop & maintain internal relationships with key Product Line Management, Marketing, and Application Engineering resources Qualifications: BSEE or equivalent technical degree, analog and mixed-signal semiconductor expertise preferred A minimum of 5-8 years and demonstrated success in previous technical sales, product marketing, field applications roles or equivalent Excellent verbal, listening, and written communication skills Expertise in the semiconductor sales process, early stage innovation engagements, and executive communications 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 Ability to travel (within territory) 25-50%+ with some overnight stays Primary Territory: MD, Northern VA 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.
• 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, 10% of the time Shift Type: 1st Shift/Days