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What You'll Do
- At ADI, we don’t just sell products—we deliver mission-critical solutions.
- As the Principal Account Manager, you’ll be at the forefront of driving innovation and growth with our key defense customers.
- You’ll use your technical background and strategic thinking to uncover customer needs, build trust, and deliver solutions that drive performance, readiness, and growth.
- Become a trusted advisor by earning “insider status” with key stakeholders and senior decision-makers across defense programs.
- Build strong relationships with influencers at every level—engineering, program management, procurement and C-Suite executives—by understanding their mission and aligning ADI’s capabilities to support it.
- Lead with insight by identifying problems, proposing solutions, and quantifying the value of ADI’s technology solutions.
- Drive account strategy to grow revenue, expand design wins, and influence both internal and external product development.
- Collaborate across ADI —from business units to field application engineers—to deliver seamless, high-impact solutions.
- Anticipate future needs and position the full value of ADI’s portfolio to meet evolving customer challenges.
- Displace competitors by understanding their strongholds and executing targeted strategies to win market share.
- Track pipeline and performance using Microsoft Dynamics and provide regular business updates to leadership.
- Partner with purchasing teams to ensure alignment on value, cost, and long-term relationship goals.
- What You Bring A technical foundation (engineering degree preferred) and a passion for aerospace and defense innovation.
- A strategic mindset —you think beyond specs and features to the customer’s mission and long-term goals.
- Experience or interest in value-based selling , customer-facing engineering, or program strategy.
- Strong communication and influence skills —you can lead discussions, deliver presentations, and build consensus.
- A collaborative spirit and ability to navigate cross-functional teams to resolve challenges and drive execution.
Qualifications
- BSEE/MSEE 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 Expertise in the semiconductor sales process, early-stage innovation engagements, and executive communication skills Strong collaboration, leadership, and problem-solving abilities Project management skills with ability to leverage unique strengths of all stakeholders Motivated, positive attitude, and courage to foster market share leadership in the region Ability to travel 25% or more US citizenship required given the nature of the customer base 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, 50% of the time Shift Type: 1st Shift/Days
Sourced directly from Analog Devices’s career page
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Specialisation
Open roles at Analog Devices
927 positions
Job ID
/job/US-IA-Home-Office/Principal-Account-Manager--Field-Sales---ASD_R264092
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