Principal Account Manager – Robotics
About the role
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, AI, and software technologies into solutions that combat climate change, reliably connect humans and the world, and help drive advancements in automation and robotics, mobility, healthcare, energy and data centers. With revenue of more than $11 billion in FY25, ADI ensures today's innovators stay Ahead of What's Possible. Learn more at www.analog.com and on LinkedIn and X.
Primary Responsibilities
- Leads and creates new opportunity engagements that provide the highest value for the robotic customers while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution.
- Understand the customer’s problems/challenges and work closely with our application engineers and business unit teams to solve them.
- Build relationships and 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.
- 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 relationships and executive-level selling.
- Plan, collaborate, and develop the overall account sales strategy to grow revenue and gain market share.
- Effectively align and utilize all available internal and external resources in support of customer and account strategy.
- Work collaboratively with the Robotic Business Unit and Field Application Engineering team to identify new product opportunities.
- Track and regularly update opportunities in Microsoft Dynamics.
- Understand and regularly map customer’s organizational structure to leverage all relevant relationships across the many business units.
Qualifications
- BSEE or equivalent
- 3-5+ years’ experience in customer sales support or equivalent
- Excellent verbal, listening, and written communication skills
- Good organizational skills and the ability to prioritize/multi-task several concurrent projects
- Strategically thinks, behaves, and operates while maintaining a global, long-term perspective
- Highly collaborative; acts as a team builder and team player
- Ability to present and interact with C-Level both internally and at the Global customer
- Ability 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 results
- Problem solving skills to identify, address and drive issues to a mutually beneficial resolution
- Influencing skills; ability to challenge appropriately, creating constructive tension as necessary to drive results
- Regional Travel (primarily West Coast) 10-15%
Key Attributes
- Results driven, with a passion for success for both ADI & their customer
- High Integrity coupled with strong desire to win
- Strategic thinker, with initiative and enthusiasm for new challenges
- Diligent and consistent
- Executive presence. Can convey a vision others want to follow at ADI and customer
- Open-minded with excellent judgment
- Unshakeable – steady in any situation, calm under pressure, not reactionary or an alarmist
- Nimble and agile – balances details with bigger picture and transitions well between both
- Multicultural understanding, with a natural interest in learning about others
Benefits
- Medical, vision and dental coverage
- 401k
- Paid vacation
- Holidays
- Sick time
Pay
The expected wage range for a new hire into this position is $142,800 to $196,350. Actual wage offered may vary depending on work location, experience, education, training, external market data, internal pay equity, or other bona fide factors.
Schedule
This position qualifies for a discretionary performance-based bonus which is based on personal and company factors.