Our Optical Solutions business and Global Sales and Marketing team is seeking an Account Manager to manage a large, strategic customer in the telecommunications industry. Reporting to the Director of Sales, this role is the primary commercial contact for the account and is responsible for customer satisfaction, revenue growth, pipeline creation and execution, forecasting, and S&OP support. The Account Manager aligns customer needs with internal capabilities and leads cross-functional execution to deliver profitable growth.
WHAT YOU WILL DO
• Grow assigned-account revenue in support of the overall corporate global sales target.
• Manage overall customer satisfaction and develop trusted relationships across engineering, procurement, operations, and leadership levels.
• Create opportunity pipelines for existing and new products that support future account growth.
• Execute current pipeline opportunities, protect design wins, and convert production ramps into revenue.
• Lead customer requests, RFQs, pricing discussions, and negotiations by building internal alignment and presenting professional responses.
• Understand the competitive landscape, gather business intelligence, and translate findings into account strategy and actions.
• Own reliable monthly and quarterly forecasts and communicate changes, assumptions, risks, and opportunities to support S&OP.
• Maintain accurate account, pipeline, pricing, forecast, and activity reporting in Salesforce and other approved systems.
• Serve as the primary point of contact for customer requests and issues, coordinating internal teams through resolution.
• Develop and maintain an account playbook that aligns customer priorities, internal goals, competitive dynamics, and growth initiatives.
• Manage operational and commercial topics including order flow, capacity, aging, VMI agreements, RMA pricing, and escalation support.
• Provide leadership with clear account insights, recommended actions, and timely visibility to material risks or opportunities.
KEY SKILLS REQUIRED
• Skilled written, verbal, and presentation communication across customer and executive audiences.
• Negotiation and commercial judgment that balance profitable growth, customer value, and long-term relationships.
• Relationship development and management across multiple functions and organizational levels.
• Business acumen with the ability to connect product, market, operational, and financial information.
• Project management, organization, and follow-through across complex opportunities and customer commitments.
• Teamwork and organizational agility when building alignment across sales, product, operations, quality, finance, and customer service.
• Strategic and analytical thinking with the ability to convert account intelligence into decisions and actions.
WHAT YOU WILL HAVE
• Bachelor's degree in electrical engineering or a related field, or equivalent knowledge and experience; an MBA is desirable.
• Proven experience in account management, sales, marketing, business development, or product management.
• Experience serving customers in the telecommunications or data-communications industry.
• Experience working with fiber-optic components, modules, optical systems, or a comparable technical product environment.
• Proficiency with Microsoft Outlook, Excel, PowerPoint, and Word, CRM tools such as Salesforce, and business-reporting systems.
WHAT WILL PUT YOU AHEAD
• Advanced degree in electrical engineering, physics, optical engineering, photonics, business, or a related discipline.
• Experience managing a large strategic or Tier 1 telecommunications customer.
• Demonstrated success creating pipeline, converting design wins, and growing revenue in a complex technical market.
• Experience leading RFQs, commercial negotiations, account planning, forecasting, and cross-functional S&OP execution.
At Koch companies, we are entrepreneurs. This means we openly challenge the status quo, find new ways to create value and get rewarded for our individual contributions. Any compensation range provided for a role is an estimate determined by available market data. The actual amount may be higher or lower than the range provided considering each candidate's knowledge, skills, abilities, and geographic location. If you have questions, please speak to your recruiter about the flexibility and detail of our compensation philosophy.
Additionally, everyone has individual work and personal needs. We seek to enable the best work environment that helps you and the business work together to produce superior results.
