Analog Devices, Inc.
Senior Principal Account Manager, Global Accounts
Analog Devices, Inc., Wilmington, Massachusetts, us, 01887
Senior Principal Account Manager, Global Accounts
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.Global Account Manager – Sustainable Energy SegmentADI’s sensing, signal conversion, and signal processing technology powers energy infrastructure around the world. From microgrids and utilities to data centers and factories and more, ADI’s domain experts help our customers design intelligent, flexible, efficient systems to help reach their business goals.The GAM has a passion for and sets a vision to grow International Energy Grid focused accounts that are highly strategic to ADI with significantly complex requirements. They will establish ADI as a strategic partner with these customers while driving profitable revenue growth for our company. The GAM defines and leads the master strategy for the account by developing a Strategic Account Plan and ensures the strategy is executed, by driving customer engagement and understanding throughout ADI while fostering executive level engagements between ADI and the customer.Key Attributes:High Integrity coupled with strong desire to winExecutive presence. Can convey a vision others want to follow at ADI and customerEntrepreneurial thinker, with Initiative and enthusiasm for new challengesResults driven, with a passion to create success for both ADI & their customerRelentless and tenacious, balanced with empathyMulticultural understanding, with a natural interest in learning about othersOpen-minded with excellent judgment and decision makingUnshakeable – steady in any situation, capacity to cope with pressureNimble and agile – balances details with bigger picture and transitions well between bothPrimary Responsibilities Include:Strategic Account Sales Planning & Execution:
Develops and is responsible for performance of an Account 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 Global account while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution.Synthesizes & simplifies the customer’s complex organization and leads ADI on how to engage the customer from both the customer’s and ADI’s perspective.Organizes field sales coverage required to execute the overall account strategy and leads an indirect team globally 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.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 globally to both open new and drive existing strategic opportunities and executive relationships across entire customer’s global footprint.Management, Coaching and Leadership:Coaches and leads the entire Global customer sales team 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.Minimum Qualifications:A Bachelor's degree in Electrical/Electronic Engineering or an equivalent professional qualification.A minimum of 10 years technical sales experience including minimum 5 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.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.
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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.Global Account Manager – Sustainable Energy SegmentADI’s sensing, signal conversion, and signal processing technology powers energy infrastructure around the world. From microgrids and utilities to data centers and factories and more, ADI’s domain experts help our customers design intelligent, flexible, efficient systems to help reach their business goals.The GAM has a passion for and sets a vision to grow International Energy Grid focused accounts that are highly strategic to ADI with significantly complex requirements. They will establish ADI as a strategic partner with these customers while driving profitable revenue growth for our company. The GAM defines and leads the master strategy for the account by developing a Strategic Account Plan and ensures the strategy is executed, by driving customer engagement and understanding throughout ADI while fostering executive level engagements between ADI and the customer.Key Attributes:High Integrity coupled with strong desire to winExecutive presence. Can convey a vision others want to follow at ADI and customerEntrepreneurial thinker, with Initiative and enthusiasm for new challengesResults driven, with a passion to create success for both ADI & their customerRelentless and tenacious, balanced with empathyMulticultural understanding, with a natural interest in learning about othersOpen-minded with excellent judgment and decision makingUnshakeable – steady in any situation, capacity to cope with pressureNimble and agile – balances details with bigger picture and transitions well between bothPrimary Responsibilities Include:Strategic Account Sales Planning & Execution:
Develops and is responsible for performance of an Account 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 Global account while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution.Synthesizes & simplifies the customer’s complex organization and leads ADI on how to engage the customer from both the customer’s and ADI’s perspective.Organizes field sales coverage required to execute the overall account strategy and leads an indirect team globally 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.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 globally to both open new and drive existing strategic opportunities and executive relationships across entire customer’s global footprint.Management, Coaching and Leadership:Coaches and leads the entire Global customer sales team 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.Minimum Qualifications:A Bachelor's degree in Electrical/Electronic Engineering or an equivalent professional qualification.A minimum of 10 years technical sales experience including minimum 5 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.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.
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