Principal Account Manager – Robotics

About Analog DevicesAnalog 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, AI, and software technologies into solutions that combat climate change, reliably connect humans and the world, and help drive advancements in automation and robotics, mobility, healthcare, energy and data centers. With revenue of more than $11 billion in FY25, ADI ensures today's innovators stay Ahead of What's Possible. Learn more at www.analog.com and on LinkedIn and X.Principal Account Manager - RoboticsLocation: San Jose, California or Seattle, WADescription: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 customerHigh Integrity coupled with strong desire to winStrategic thinker, with initiative and enthusiasm for new challengesDiligent and consistentExecutive presence. Can convey a vision others want to follow at ADI and customerOpen-minded with excellent judgmentUnshakeable – steady in any situation, calm under pressure, not reactionary or an alarmistNimble and agile – balances details with bigger picture and transitions well between bothMulticultural understanding, with a natural interest in learning about othersPrimary 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 solutionUnderstand the customer’s problems/challenges and work closely with our application engineers and business unit teams to solve themBuild 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 teamBecome a valuable resource to the customer by providing insights and ideas on solutions to problems, aligned with ADI’s capabilitiesAble to develop, drive and maintain executive level relationships and executive-level sellingPlan, collaborate, and develop the overall account sales strategy to grow revenue and gain market shareEffectively align and utilize all available internal and external resources in support of customer and account strategyWork collaboratively with the Robotic Business Unit and Field Application Engineering team to identify new product opportunitiesTrack and regularly update opportunities in Microsoft DynamicsUnderstanding and regularly mapping customer’s organizational structure to leverage all relevant relationships across the many business unitsQualificationsBSEE or equivalent3-5+ years’ experience in customer sales support or equivalentExcellent verbal, listening, and written communication skillsGood organizational skills and the ability to prioritize/multi-task several concurrent projectsStrategically thinks, behaves, and operates while maintaining a global, long-term perspectiveStrong desire to winExpert in ADI selling methodologies and processes with executive-level selling skillsHighly collaborative; acts as a team builder and team playerAbility to present and interact with C-Level both internally and at the Global customerAbility 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 resultsProblem solving skills to identify, address and drive issues to a mutually beneficial resolutionInfluencing 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.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.EEO is the Law: Notice of Applicant Rights Under the Law.Job Req Type: ExperiencedRequired Travel: Yes, 25% of the timeShift Type: 1st Shift/DaysThe expected wage range for a new hire into this position is $142,800 to $196,350.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.