Principal Account Manager

About the Role

Key Responsibilities

• Drive opportunity creation and growth by identifying, qualifying, and winning high-value opportunities that deliver significant revenue and strategic impact.
• Drive early architecture engagement and align customer needs with ADI technology offerings.
• Own and execute account strategy by defining, documenting, and leading comprehensive plans that align customer objectives with ADI's value proposition.
• Expand customer relationships by building and strengthening multi-level relationships across customer functions including engineering, procurement, operations, program management, and executive leadership.
• Develop advocates within the customer organization to guide ADI towards mutually beneficial outcomes.
• Understand customer ecosystems, including markets, organization, development methodology, solutions, and partnerships, to develop a holistic view.
• Participate in deep technical and business discussions to shape specifications, uncover unmet needs, and deliver differentiated solutions.
• Interface closely with ADI business units and sales leaders to outline, define, and advocate for new solution investments focused on Industrial Automation share growth.
• Become an expert on your customer by providing business insights, relationship mapping, opportunity pipeline management, and market analysis.
• Represent customer needs and feedback to internal stakeholders, including Business Units and executive leadership, up to the CEO level.
• Lead and influence cross-functional teams to anticipate customer needs, resolve challenges, and deliver superior customer service.
• Inspire sales and applications engineering colleagues to prioritize and execute the account strategy.

Requirements

• Minimum of 3 years in semiconductor sales, Field Applications, or related role.
• Bachelor's degree in Electrical Engineering, Business, or a related field, or equivalent technical sales experience.
• Strong communication and collaboration skills, with the ability to articulate complex engagements to all levels of customer organizations.
• Results-oriented mindset with high integrity and ownership.
• Proven success in building customer relationships and managing complex accounts.
• Willingness to travel up to 25% as needed.
• Strategic thinking ability to understand market trends and define opportunity roadmaps.

Nice to Have

• Experience working with industrial automation solutions.
• Technical expertise in analog, digital, or software technologies.
• Experience working with global account management.

Qualifications

• Bachelor's degree in Electrical Engineering, Business, or related field.
• Equivalent technical sales experience considered.

Benefits & Perks

• Discretionary performance-based bonus.
• Medical, vision, and dental coverage.
• 401(k) retirement plan.
• Paid vacation, holidays, and sick time.
• Other benefits.