Principal Account Manager, Field Sales

Account Manager S4

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, and software technologies into solutions that help drive advancements in digitized factories, mobility, healthcare, energy, communications, and defense. With revenue of more than $12.5 billion in FY23 and approximately 25,000 people globally working alongside 125,000 global customers, ADI ensures today's innovators stay Ahead of What's Possible. The ADI Sales team is seeking a motivated Sales Account Manager to provide support to our Regional accounts in Italy. As part of our dynamic sales team, you will work to develop a winning strategy that will grow design wins, customer relationships, and long-term profitable revenue growth. This position will have high visibility within all departments of ADI and requires account ownership, self-drive & accountability. You will be joining a team of seasoned sales professionals that will offer mentorship, coaching & guidance while integrating into the position.

As an Account Manager, you will work in conjunction with Field Applications Engineers (FAE) and Business Unit (BU) specialists to support customers by understanding and solving customers' most challenging application-level problems that span a broad range of technologies. You will drive territory revenue growth by building strong customer relationships and maximizing ADI content on new customer designs.

Regional Market

Analog Devices, Inc. (ADI) Regional sales organization focuses on driving growth across a diverse set of commercial customers and industries. This Team emphasizes scalable sales strategies, building long-term partnerships, and enabling design wins in verticals such as industrial automation, automotive, healthcare, energy, and communications. By leveraging ADI's broad portfolio and deep technical expertise, the organization aims to expand market presence, support innovation, and maximize value for customers throughout the region.

Key Responsibilities

• Build and maintain trustful relationships with the relevant customers to understand new product developments.
• Plan and ensure ADI product design-in as well as increase the ADI's market share.
• Development of ADI business at assigned regional customers and implement effective sales strategy
• Identification and management of new business opportunities/new customers/startups for ADI and bring them to win
• Understanding customers' objectives and requirements and anticipating their challenges
• Leverage on ADI's solutions value by positioning our products and generating new upsell/cross-sell opportunities
• Assume overall responsibility for managing all aspects of the sales process.
• Co-operate with the Sales Team ensuring sales KPIs are timely met, sharing knowledge on trends, growth/lost business, upsell/cross-sell opportunities and providing actionable recommendations for improvements Be a pro-active member of the Sales Team developing relationships at all levels with customer and ADI product development Business Units.
• Drive engagements between ADI and customer Executives
• Collaborate and connect closely with all members of the global account team and other internal groups such as technical support, development, marketing, product management, internal sales and customer service.
• Visit customers on a regular basis, attend trade shows and industry events/conferences.
• Ensure regular and accurate reporting in accordance with internal procedures and guidelines.
• Keep up to date with latest ADI technologies, products and trends

Education/Training

• Degree level (BEng, MEng, BSc, MSc) in electronic engineering or related disciplines. Analog and mixed-signal semiconductor expertise preferred.
• Additional training in sales techniques and methodologies, especially value-based-selling, ROI, as well as negotiation and presentation skills, communication, key account and project management will be a strong advantage.

Experience/Knowledge

• A minimum of 7+ years of experience in a key account/ global account management role in the SC industry.
• Experience in technical Sales to Major Accounts, Key Accounts etc.
• Experience in managing and coordinating sales projects on EMEA scale
• Excellent knowledge of the semiconductor industry, ideally of both analog & digital applications
• Experience with the design and delivery of customer presentations
• Experience in using innovative customer management, reporting and forecasting systems
• Experience in collaborating and working effectively with extended sales teams
• Experience in working in dynamic, matrix structured global organizations
• Valid driving license and passport

Languages

• Italian – Fluent / Native
• English – fluent
• Other language is a plus

Analog Devices is an equal opportunity employer. We foster a culture where everyone has an opportunity to succeed regardless of their race, color, religion, age, ancestry, national origin, social or ethnic origin, sex, sexual orientation, gender, gender identity, gender expression, marital status, pregnancy, parental status, disability, medical condition, genetic information, military or veteran status, union membership, and political affiliation, or any other legally protected group.

Job Req Type: Experienced

Required Travel: Yes, 50% of the time

Shift Type: 1st Shift/Days