Analog Devices
Principal Account Manager, Key Accounts
Analog Devices, Lansing, Michigan, United States,
Analog 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 $12 billion in FY22 and approximately 25,000 people globally working alongside 125,000 global customers, ADI ensures today’s innovators stay Ahead of What’s Possible.
Analog Devices is looking for a Key Account Manager (KAM ) to join the team based in Livonia, MI. The KAM develops and expands an international account that is highly strategic to ADI with complex requirements, establishing ADI as a strategic partner with the customer while driving profitable revenue growth for ADI. The KAM defines and leads the America's strategy for the account in conjunction with the GAM where applicable. The KAM also 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 & the customerRelentless and tenacious, balanced with empathyCourageous with a high tolerance for riskCulturally sensitive, with a natural interest in learning about othersOpen-minded with excellent judgmentCalm and calculated under pressureDiligent and consistentVersatile and agile, able to balance high-level concepts with nuance
Primary Responsibilities:
Strategic Account Sales Planning & Execution:
Develops and carries out a profitable growth plan aligned with ADI Business Unit and Global account’s objectives; understands the P&L for the entire account and major programsDevelops and executes strategies to capture new and competitive business and analyze 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 differentiated solution proposalsSynthesizes & 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 strategic engagement of ADI senior leadership and customer senior leadershipIdentifies field coverage (Sales and Application Engineering) needed to execute profitable growth and deploys the talent globally to win the most strategic multi-location platformsInteracts directly with ADI executive Business Unit leaders up through ADI CEO, representing the voice of the customer while appropriately articulating the customer objectives, performance, opportunities, and issuesAssimilates within the Global account’s company culture so they are viewed as a trusted partner with the customer organizationUnderstands the entire Global account ecosystem (end customer, design partners, etc.) and leverages partner resourcesTravels globally to both drive new and existing opportunities and curate executive relationships across the entire customer global footprint
Motivating and collaborating with an indirect team:
The KAM will lead the NA team associated with specific accounts. These team members are often indirect reports. The KAM needs to understand customer activity at all North American locations and work with the FSE team to ensure proper alignment and coverage to the overall account strategy.
Management and Leadership:
Demonstrates the expected ADI leadership characteristics necessary to lead othersResponsible 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 metAppropriately rewards and recognizes employees following ADI’s pay for performance philosophy while also driving differentiation across the organizationLeverages internal capabilities – sales operations, sales enablement, FAE, BU resources, HR, etc. – to manage and develop an indirect team most effectivelyManages structural change aligned with overall sales and/or corporate strategy and objectives
Qualifications:
Demonstrated knowledge in high-level power system architecture, electronic design, and embedded / application softwareExperience with automotive customers and selling into the automotive industryExperience with Automotive OEMsInspirational leader and coach who can convey a vision others want to follow, both within ADI and at their customer; ability to lead talent while adapting to the situation utilizing strong coaching skillsStrategically thinks, behaves, and operates while maintaining a global, long-term perspectiveExpert in ADI selling methodologies and processes with executive-level selling skillsHighly collaborative; acts as a team builder and team playerInternal and external communication skills in English language, including meeting facilitation, presentations, and articulation of information tailored to stakeholder audienceAbility 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 as necessary to conduct stated responsibilities
Ideal location is Southeast Michigan
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.
Job Req Type: Experienced
Required Travel: Yes, 10% of the time
Shift Type: 1st Shift/Days#J-18808-Ljbffr
Analog Devices is looking for a Key Account Manager (KAM ) to join the team based in Livonia, MI. The KAM develops and expands an international account that is highly strategic to ADI with complex requirements, establishing ADI as a strategic partner with the customer while driving profitable revenue growth for ADI. The KAM defines and leads the America's strategy for the account in conjunction with the GAM where applicable. The KAM also 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 & the customerRelentless and tenacious, balanced with empathyCourageous with a high tolerance for riskCulturally sensitive, with a natural interest in learning about othersOpen-minded with excellent judgmentCalm and calculated under pressureDiligent and consistentVersatile and agile, able to balance high-level concepts with nuance
Primary Responsibilities:
Strategic Account Sales Planning & Execution:
Develops and carries out a profitable growth plan aligned with ADI Business Unit and Global account’s objectives; understands the P&L for the entire account and major programsDevelops and executes strategies to capture new and competitive business and analyze 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 differentiated solution proposalsSynthesizes & 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 strategic engagement of ADI senior leadership and customer senior leadershipIdentifies field coverage (Sales and Application Engineering) needed to execute profitable growth and deploys the talent globally to win the most strategic multi-location platformsInteracts directly with ADI executive Business Unit leaders up through ADI CEO, representing the voice of the customer while appropriately articulating the customer objectives, performance, opportunities, and issuesAssimilates within the Global account’s company culture so they are viewed as a trusted partner with the customer organizationUnderstands the entire Global account ecosystem (end customer, design partners, etc.) and leverages partner resourcesTravels globally to both drive new and existing opportunities and curate executive relationships across the entire customer global footprint
Motivating and collaborating with an indirect team:
The KAM will lead the NA team associated with specific accounts. These team members are often indirect reports. The KAM needs to understand customer activity at all North American locations and work with the FSE team to ensure proper alignment and coverage to the overall account strategy.
Management and Leadership:
Demonstrates the expected ADI leadership characteristics necessary to lead othersResponsible 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 metAppropriately rewards and recognizes employees following ADI’s pay for performance philosophy while also driving differentiation across the organizationLeverages internal capabilities – sales operations, sales enablement, FAE, BU resources, HR, etc. – to manage and develop an indirect team most effectivelyManages structural change aligned with overall sales and/or corporate strategy and objectives
Qualifications:
Demonstrated knowledge in high-level power system architecture, electronic design, and embedded / application softwareExperience with automotive customers and selling into the automotive industryExperience with Automotive OEMsInspirational leader and coach who can convey a vision others want to follow, both within ADI and at their customer; ability to lead talent while adapting to the situation utilizing strong coaching skillsStrategically thinks, behaves, and operates while maintaining a global, long-term perspectiveExpert in ADI selling methodologies and processes with executive-level selling skillsHighly collaborative; acts as a team builder and team playerInternal and external communication skills in English language, including meeting facilitation, presentations, and articulation of information tailored to stakeholder audienceAbility 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 as necessary to conduct stated responsibilities
Ideal location is Southeast Michigan
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.
Job Req Type: Experienced
Required Travel: Yes, 10% of the time
Shift Type: 1st Shift/Days#J-18808-Ljbffr