Analog Devices (NASDAQ: ADI) designs and manufactures semiconductor products and solutions. We enable our customers to interpret the world around us by intelligently bridging the physical and digital worlds with unmatched technologies that sense, measure and connect.

 

Key Account Manager – Optical and Cloud

 

Position Overview:

The KAM develops and expands key accounts that are highly strategic to ADI with significantly complex requirements, establishing ADI as a strategic partner with the customer while driving profitable revenue growth for ADI.  The KAM defines and leads the strategy for the account and 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 & our customer
• Relentless and tenacious, balanced with empathy
• Courageous with a high tolerance for risk (i.e. runs into the fire)
• Culturally sensitive, with a natural interest in learning about others
• Open-minded with excellent judgment
• Unshakeable – steady in any situation, calm under pressure, not reactionary or an alarmist
• Diligent and consistent
• Nimble and agile – balances details with bigger picture and transitions well between both
• Lead the global team of direct and indirect reports and ensure proper coverage at all major customer locations

 

 

Responsibilities:

• Create and maintain the Key Account plan including 5 year revenue plan
• Lead yearly contract negotiations
• Responsible for customer reporting to ADI leadership
• Deliver robust revenue growth and market share expansion
• 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 customer tailored proposals which leverage ADI’s differentiated capabilities
• Translate the customer’s business objectives to internal ADI stake holders, gaining support needed to address the customer’s unique business circumstances
• Coordination of multi-disciplinary teams focused on converting business opportunities to revenue
• Business management of all customer issues

• Develops and carries out a profitable growth plan aligned with corporate ADI, SBU and Global account’s objectives; understands the P&L for the entire account and major programs.
• Delivers plan containing strategies to capture both new and competitive business in current & future SAM potential by each relevant customer division while protecting ADI and customer IP
• Directly leads and creates new opportunity engagements that provide the highest value for the account while aligning ADI’s strengths and objectives with customer needs and, resulting in a differentiated solution
• 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 the engagement of ADI senior leadership as a strategic partner with customer’s 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 SBU leaders up through ADI CEO, acting as the single voice of the customer filtering information appropriately related to the account objectives, performance, opportunities, and issues.
• Assimilates within the Global account’s company culture so they are viewed as being a trusted part of their organization.
• Understands the entire Global account’s ecosystem (end customer, design partners) and leverages partner resources.
• 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 while minimizing cost reductions 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.

 

Qualifications:

• BSEE or equivalent technical degree
• MBA preferred
• A minimum of 5 years in sales and account management with demonstrated success in technical sales, product marketing, or equivalent roles
• Expertise in the semiconductor sales process, early-stage innovation engagements, and executive communication skills
• Strong collaboration, team builder and player, 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 domestically and globally 10% or more with overnight stays

• Strategically thinks, behaves, and operates while maintaining a global, long-term perspective
• Internal and external communication skills in English language – meeting facilitation, appropriate flow of relevant information to relevant stakeholders, presentations, filters communications appropriately
• 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
• BSEE preferred
• San Jose based
• MS Office and Sales Data Base skills, i.e. MS or similar

 

 

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

 

Education Level: Bachelor's Degree 
Travel Required: Yes, 10% of the Time