Principal Account Manager – Robotics

What You'll Do

• Leads and creates new opportunity engagements that provide the highest value for the robotic customers while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution Understand the customer’s problems/challenges and work closely with our application engineers and business unit teams to solve them Build relationships and gain “insider status” with key stakeholders and senior-level personnel at the customer to influence the buying process while transferring these successes to the team Become a valuable resource to the customer by providing insights and ideas on solutions to problems, aligned with ADI’s capabilities Able to develop, drive and maintain executive level relationships and executive-level selling Plan, collaborate, and develop the overall account sales strategy to grow revenue and gain market share Effectively align and utilize all available internal and external resources in support of customer and account strategy Work collaboratively with the Robotic Business Unit and Field Application Engineering team to identify new product opportunities Track and regularly update opportunities in Microsoft Dynamics Understanding and regularly mapping customer’s organizational structure to leverage all relevant relationships across the many business units Qualifications BSEE or equivalent 3-5+ years’ experience in customer sales support or equivalent Excellent verbal, listening, and written communication skills Good organizational skills and the ability to prioritize/multi-task several concurrent projects 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 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 Influencing skills; ability to challenge appropriately, creating constructive tension as necessary to drive results.
• Regional Travel (primarily West Coast) 10-15% 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, 25% of the time Shift Type: 1st Shift/Days The expected wage range for a new hire into this position is $142,800 to $196,350.
• Actual wage offered may vary depending on work location , experience, education, training, external market data, internal pay 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.