Senior Principal Account Manager, Key Accounts

• High Integrity coupled with strong desire to win.
• Executive presence. Can convey a vision others want to follow at ADI and customer.
• Entrepreneurial thinker, with Initiative and enthusiasm for new challenges
• Results driven, with a passion to create success for both ADI & their customer.
• Relentless and tenacious, balanced with empathy.
• Multicultural understanding, with a natural interest in learning about others
• Open-minded with excellent judgment and decision making.
• Unshakeable – steady in any situation, capacity to cope with pressure.
• Nimble and agile – balances details with bigger picture and transitions well between both

• Develops and is responsible for performance of the Account's growth plan aligned with corporate ADI, BU, and the Global account’s objectives.

• Creates strategies to defend current business while capturing new and competitive business to increase share of SAM.
• Understand drivers of gaps to achieving plan and quickly addresses those areas until resolved.
• Directly leads and creates new opportunity engagements that provide the highest value for the customer while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution.
• Synthesizes & simplifies the customer’s organization and leads ADI on how to engage the customer from both the customer’s and ADI’s perspective.

• Builds networks and maintains access with C-suite decision makers.
• Facilitates the engagement of ADI senior leadership with customer’s C-level leadership resulting in strategic partnership.
• Assimilates within the account’s company culture to enable a trusted partnership with their organization.
• Organizes field sales coverage for multi-sited accounts as required to execute the account’s strategy and leads an indirect team to win the most impactful opportunities to both ADI and the customer.
• Interacts internally with ADI executive BU leaders up through ADI CEO, acting as the voice of the customer filtering information appropriately related to the account’s objectives, performance, opportunities, and issues.
• Understands the entire account’s ecosystem (end customer, market, design partners) and leverages partner resources.
• Identifies and resolves issues that interfere with driving investment decision making that leads to impactful profitable growth for both ADI and the customer.
• Leads and negotiates global contracts, and multisite development agreements.
• Travels to both open new and drive existing strategic opportunities and executive relationships across entire customer’s North American footprint.

• Coaches and leads the sales team for multi-site customers on their responsibility for the account’s sales plan.
• Recognizes the efforts of the various regional locations supporting the account. Decides splits accordingly.
• Demonstrates the ADI leadership characteristics necessary to lead others.
• Leads Global multicultural sales team through influence.
• Acts as an advocate for sales staff and participates in escalations when customer expectations are not being met.
• Leverages internal capabilities – sales operations, FAE, BU resources, HR, etc. – to support their customer team most effectively.
• Manages and leads change aligned with overall sales and/or corporate strategy and objectives.

• A Bachelor's Degree in Electrical/Electronic Engineering or an equivalent professional qualification.
• A minimum of 7 years technical sales experience including minimum 3 years’ experience selling to Complex Major Accounts, Key Accounts
• Exceptional knowledge of the semiconductor industry, especially in relation to the developments of the Energy segment
• Highly skilled in executive level selling and presenting C-Level business impact created by ADI technical solutions.
• Experience in negotiating complex contracts, at technical and management level.
• Highly collaborative with experience leading a matrix structured organization both the high-level account vision and coordination of sales projects on a global scale.
• 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.
• Internal and external communication skills in English language – meeting facilitation, appropriate flow of relevant information to relevant stakeholders, presentations, filters communications appropriately
• Ability and willingness to travel globally as necessary to conduct stated responsibilities.

Analog Devices