Principal Account Manager, FSE

Principal Account Manager, FSE page is loaded## Principal Account Manager, FSElocations:
US, MD, Home Office:
US, DC, Home Office:
US, DE, Home Office:
US, PA, Home Office time type:
Full time posted on:
Posted Todayjob requisition :
R262002
** About Analog Devices
** Analog Devices, Inc. (NASDAQ:  ) 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(TM).

Learn more at  and on  and .The Principal Account Manager- ASD Accounts has responsible for formulating the account strategy for a strategic customer and leading the account team to drive profitable revenue growth, build a pipeline of design opportunities, and influence new product development (both internal and external), while developing and maintaining executive relationships at the customer.  Direct customer contact will comprise the major portion of this role and the successful candidate must have both the sales skills and technical knowledge to make and deliver presentations, lead customer discussions, and marshal ADI’s world-class resources across business units to advance the sales process.

Experience and success with a team selling approach across business units, including successfully diagnosing and proactively resolving any potential execution conflicts is a must.
** Primary responsibilities include:
*** Gain “insider status” with key stakeholders and senior-level personnel at the customer to influence the buying process while transferring these successes to the team
* Build relationships with primary influencers at all levels in the decision-making process, based on a thorough understanding of the overall organization.
* Become a valuable resource to the customer by providing insights and ideas on solutions to problems, aligned with ADI’s capabilities
* Able to develop, drive and maintain executive level relationship and executive level selling
* Plan, collaborate and develop the overall account sales strategy to grow revenue and gain market share.
* Work with the ADI sales account team across the US to execute account strategy and influence decision-makers.
* Effectively align and utilize all available internal and external resources in support of customer and account strategy
* Work collaboratively with the ADEF Business Unit and Field Application Engineering team to identify new product opportunities
* Understand the customer’s problems and work closely with our application engineers and business unit teams to solve them.
* Anticipate client needs beyond the existing scope of products and services to discover opportunities to position the total value of ADI’s portfolio
* Identify and develop the opportunities to be penetrated in the targeted market; focusing on the opportunities that will have the most significant revenue return on investment for profitable growth
* Develop an understanding of the competitive strongholds and implement a plan to displace incumbent
* Develop forecasts and provide business updates to the leadership as needed.
* Track and regularly update opportunities in Microsoft Dynamics.
* Partner with the purchasing community to achieve the best results for ADI and customer relationship
* Understanding and regularly mapping customer’s organizational structure to leverage all relevant relationships across the many business-units
* Understanding the customer’s subcontracting ecosystems and positioning ADI’s capabilities in support of business success of the customer.
** Qualifications**:
* BSEE/MSEE or equivalent technical degree, analog and mixed-signal semiconductor expertise preferred
* A minimum of 5-8 years and demonstrated success in previous technical sales, product marketing, field applications roles or equivalent
* Expertise in the semiconductor sales process, early-stage innovation…