Principal Account Manager, Global Accounts

About the Role

The Principal Account Manager serves as the worldwide business leader for one of ADI's most strategic Industrial customers. This role is accountable for developing and executing a global growth strategy that drives profitable revenue expansion, strengthens executive relationships, influences customer technology roadmaps, and positions ADI as a preferred strategic partner across multiple geographies, business units, and functions.

Responsibilities

• Own and execute the global account strategy, growth plan, and executive engagement model for the assigned strategic customer.
• Lead the team to drive revenue growth, market share expansion, and strategic design wins across all customer business units, regions, and product portfolios.
• Develop trusted relationships across engineering, operations, procurement, business leadership, and C-suite organizations, establishing ADI as a strategic technology partner.
• Influence customer technology roadmaps, platform architectures, and investment priorities through early engagement and differentiated solution strategies.
• Identify, prioritize, and drive the highest-value strategic opportunities while ensuring alignment between customer objectives and ADI growth initiatives.
• Develop a deep understanding of the customer's business, market position, ecosystem, competitive landscape, and long-term strategic direction, including the customer's customers, partners, and influencers.
• Lead global cross-functional teams through influence, aligning Sales, FAEs, Business Units, Operations, Marketing, and Executive Leadership behind a common account strategy.
• Serve as the voice of the customer within ADI, communicating market insights, product requirements, competitive dynamics, and strategic opportunities to business unit and executive leadership.
• Advocate for and help shape ADI investment priorities, strategic partnerships, and solution roadmaps that support long-term customer and market growth.
• Lead Executive Business Reviews, strategic negotiations, partnership agreements, and critical customer escalations to strengthen ADI's position and influence.
• Drive disciplined account planning, forecasting, opportunity management, relationship mapping, and execution against global growth objectives.
• Coach, mentor, and enable account team members to execute strategic selling methodologies and deliver exceptional customer outcomes.

Qualifications

• Bachelor’s degree in engineering, business, or related field.
• 10+ years of experience in semiconductor, industrial technology, technical sales, business development, applications engineering, or strategic account management.
• Proven success managing large, complex global or multinational accounts.
• Demonstrated ability to build, maintain, and leverage executive relationships to drive strategic outcomes.
• Strong commercial, financial, and business planning acumen.
• Deep understanding of Industrial Automation, Robotics, Process Automation, Energy, Building Automation, or related industrial markets.
• Experience leading cross-functional teams in highly matrixed organizations without direct authority.
• Excellent communication, negotiation, and executive presentation skills.
• Willingness to travel globally (approximately 30-40%).

Pay

The expected wage range for a new hire into this position is $142,296 to $206,052. Actual wage offered may vary depending on work location, experience, education, training, external market data, internal pay equity, or other bona fide factors.

Benefits

• Medical, vision, and dental coverage
• 401k
• Paid vacation, holidays, and sick time
• Discretionary performance-based bonus

For positions requiring access to technical data, Analog Devices, Inc. may have to obtain export licensing approval. This position requires travel approximately 10% of the time and operates on a 1st shift/days schedule.