Principal Account Manager - Robotics

Location: San Jose, California or Seattle, WA

Description:

The Principal Account Manager is responsible for developing and executing account strategies for key robotics customers on the West Coast of North America to drive profitable revenue growth, build a strong pipeline of design opportunities, and influence both internal and external new product development. The role also involves establishing, developing, and sustaining executive‑level relationships at customer organizations.

The Account Manager will build, deepen and elevate relationships across multiple functions within each customer organization. Direct customer engagements will comprise the major portion of this role. The candidate must have both the sales skills and technical knowledge of the ADI portfolio offering, while working closely with the robotic field application engineers to propose appropriate ADI solutions to address customers’ system challenges. The candidate is also expected to lead customer discussions, and marshal ADI’s world-class resources across business units to advance the sales process. Proven experience with a team‑selling approach across multiple business units—including the ability to identify, manage, and proactively resolve potential execution conflicts—is essential.

This position will be based in either the San Jose or Seattle market, with periodic travel to support key robotics customers.

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

Primary Responsibilities Include:

• 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
• Understanding and regularly mapping 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
• Strong desire to win
• Expert in ADI selling methodologies and processes with executive-level selling skills
• 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%

For positions requiring access to technical data, Analog Devices, Inc. may have to obtain export  licensing approval from the U.S. Department of Commerce - Bureau of Industry and Security and/or the U.S. Department of State - Directorate of Defense Trade Controls.  As such, applicants for this position – except US Citizens, US Permanent Residents, and protected individuals as defined by 8 U.S.C. 1324b(a)(3) – may have to go through an export licensing review process.

Job Req Type: Experienced

• Actual wage offered may vary depending on work location, experience, education, training, external market data, internal pay equity, or other bona fide factors.

• This position qualifies for a discretionary performance-based bonus which is based on personal and company factors 

• This position includes medical, vision and dental coverage, 401k, paid vacation, holidays, and sick time, and other benefits.  

• Benefits for the position includes 10 paid holidays per year, paid vacation starting at 136 hours per year for full-time employees (prorated for part-time employees), and paid sick time that exceeds the requirements of the Washington State Sick Leave law.