Principal Account Manager, Key Accounts

OverviewAbout Analog DevicesAnalog Devices, Inc. (NASDAQ: ADI) is a global semiconductor leader that bridges the physical and digital worlds to enable breakthroughs at the Intelligent Edge. ADI combines analog, digital, and software technologies into solutions that help drive advancements in digitized factories, mobility, and digital healthcare, combat climate change, and reliably connect humans and the world. With revenue of more than $9 billion in FY24 and approximately 24,000 people globally, ADI ensures today\’s innovators stay Ahead of What\’s Possible™. Learn more at www.analog.com and on LinkedIn and Twitter (X).The KAM sets a vision to grow strategic Industrial Accounts in EMEA with global footprint that are in strong focus of ADI strategy with complex requirements, establishes ADI as a strategic partner with the customer while driving profitable revenue growth for our company. The KAM drives customer engagement, and understanding throughout ADI, and fosters executive level engagements between ADI and the customer.ResponsibilitiesDevelops and carries out a profitable growth plan aligned with corporate ADI, Business Units and Global account’s objectivesCreates and executes a plan containing a strategy to capture both new and competitive business in current & future SAM potential while protecting ADI and customer IPDirectly leads and creates new opportunity engagements that provide the highest value for the Global account while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solutionSynthesizes & simplifies the customer’s complex organization and leads ADI on how to approach the customerCreates 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 C-level leadershipCollaborate closely with related Business Units and establish a strong support structure that nurtures customer and ADI’s successActs as the single voice of the customer filtering information appropriately related to the account’s objectives, performance, opportunities, and issuesUnderstands the entire Global account’s ecosystem (end customer, market, design partners)Coordinate customer activities across the globe and harmonize our activities across the accountIdentifies and resolves issues that interfere with driving investment decision making that leads to profitable growth with the accountLeads and negotiates pricing contracts, multisite development agreements and maintaining access/influence to engineering and executives at all levelsTravels globally to both open new and drive existing strategic opportunities and executive relationships across entire customer’s global footprintManagementResponsible for performance to plan, understands drivers of gaps to achieving plan and quickly addresses those areas until resolvedActs as an advocate for sales staff and is involved in escalations when customer expectations are not being metLeverages internal capabilities – sales operations, sales enablement, FAE, BU resources, HR, etc. – to manage and develop their team most effectivelyManages change aligned with overall sales and/or corporate strategy and objectivesMinimum QualificationsStrategically thinks, behaves, and operates while maintaining a global, long-term perspectiveStrong desire to winExpert in ADI selling methodologies and processes with executive-level selling skillsBachelor’s or Masters degree in electrical engineering or similar to understand technical customer challenges and transfer into ADI based solution proposalsHighly collaborative; acts as a team builder and team playerGerman as native language, and internal and external communication skills in English languageAbility to present and interact with C-Level both internally and at the Global customerAbility 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 resultsProblem solving skills to identify, address and drive issues to a mutually beneficial resolutionAbility and willingness to travel globally as necessary to conduct stated responsibilitiesFor 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.Job Req Type: ExperiencedRequired Travel: Yes, 10% of the timeShift Type: 1st Shift/Days #J-18808-Ljbffr