Description

Position at Sumitomo Electric Device Innovations U.S.A., Inc.

Job Summary

The Lightwave Technologies Sales Manager is responsible for managing and growing strategic customer relationships for compound semiconductor lasers used in data center optical networking and fiber optic communications. This 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. The ideal candidate combines knowledge of optical communications technologies with strong account management, strategic sales, and business development experience.

Key Responsibilities

Account Management, Sales, and Business Development

• Serve as the primary point of contact for key accounts and strategic customers.
• Facilitate effective communication and alignment between customers and our 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, ensure 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 our 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.

Reporting & Forecasting

• 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.

Required Skills / Abilities

• 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.

Required Qualifications

• Bachelor's degree in business, Engineering, Science, Data Communications, Computer Science or a related field.
• Travel Requirements: 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.

The base salary range for this position is $160,000-$180,000/annually.

Compensation may vary depending on a number of factors, including a candidate's experience, qualifications, skills, competencies and location. Base pay is one part of the total compensation and benefits package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives. Sumitomo Electric Device Innovations offers a comprehensive benefits package designed to support professional growth, personal wellness, and financial security.