Lightwave Technologies Sales Manager-Hybrid/Remote

Sumitomo Electric Device Innovations USA, Inc. (SEDU) is a leading provider of compound semiconductor laser and RF component solutions for datacom, hyperscale, telecom, and broadband communications markets. SEDU serves the Americas while leveraging the global presence of the Sumitomo Electric Group.

About the role

This position is responsible for managing and growing strategic customer relationships for compound semiconductor lasers used in data center optical networking and fiber optic communications. The role leads account strategy, develops key relationships, coordinates customer requirements across U.S. and Japan teams, identifies new business opportunities, and manages the sales lifecycle.

Responsibilities

• Serve as the primary point of contact for key accounts and strategic customers.
• Facilitate effective communication and alignment between customers and teams in the U.S. and Japan.
• Develop account strategies and plans that align customer needs with company products, capabilities, and solutions.
• Take ownership of assigned strategic accounts, ensuring customer priorities, open issues, commitments, and internal actions are clearly understood and consistently followed through to resolution.
• Provide consistent account follow-up and coordinate customer priorities, commitments, and actions across Sales Operations, Engineering, Quality, and senior management.
• Understand company technology and product roadmaps and effectively communicate products, capabilities, and future direction to customers.
• Manage the sales cycle for assigned accounts and opportunities, including qualification, proposal development, negotiation, and contract closure.
• Identify and develop new opportunities within existing and prospective strategic customers.
• Build and maintain strong relationships with customers, partners, key industry stakeholders, and offices in Japan.
• Identify gaps in expectations or understanding between customers and teams and proactively develop solutions to improve alignment.
• Coordinate with the marketing team on conferences and industry events.
• Maintain accurate sales forecasts, pipeline information, and CRM records.
• Prepare, present, and explain sales performance reports to senior leadership.
• Monitor KPIs and implement corrective actions to support achievement of business objectives.
• Support annual budgeting and strategic planning initiatives.

Requirements

• Bachelor’s degree in Business, Engineering, Science, Data Communications, Computer Science, or a related field.
• Experience managing major accounts and strategic customer relationships, including business development and partnership building.
• Experience working with hyperscale data center companies, optical suppliers, or other participants in the data center communications ecosystem.
• Working knowledge of fiber optic communications, data communications, and the optical communications ecosystem.
• Experience with compound semiconductor lasers, WDM/DWDM, or related technologies is highly desirable.
• Strong analytical skills with the ability to interpret complex customer and market information.
• Excellent communication, presentation, negotiation, and interpersonal skills.
• Demonstrated ability to think strategically, identify issues, and develop effective solutions.
• Self-motivated and proactive, with strong problem-solving skills and the ability to learn independently.
• Occasional international travel is required to support meetings, projects, and business operations across global locations.

Preferred Qualifications

• Experience with DFB, EML, CW, tunable lasers, PICs, or related optoelectronic devices.
• Prior experience in technical marketing, applications engineering, or product management.

Work Environment

• Hybrid or remote work environment with frequent customer visits and travel.
• Collaboration with cross-functional teams including engineering, product management, operations, and marketing.
• Fast-paced, technology-driven environment focused on innovation and customer success.

Pay

The base salary range for this position is $160,000–$180,000 annually. Compensation may vary depending on experience, qualifications, skills, competencies, and location. This role may also be eligible for additional discretionary bonuses or incentives.

Benefits

Sumitomo Electric Device Innovations offers a comprehensive benefits package designed to support professional growth, personal wellness, and financial security.