Principal Account Manager – Key Accounts

Role Overview

• Develops and carries out a profitable growth plan aligned with corporate ADI, Business Units and Global account’s objectives
• Creates and executes a plan containing a strategy to capture both new and competitive business in current & future SAM potential while protecting ADI and customer IP
• Directly leads and creates new opportunity engagements that provide the highest value for the Global account while aligning ADI’s strengths and objectives with customer needs, resulting in a differentiated solution
• Synthesizes & simplifies the customer’s complex organization and leads ADI on how to approach the customer
• Creates an executive relationship map and builds networks from the very highest decision makers facilitating the engagement of ADI senior leadership as a strategic partner with customer’s C-level leadership
• Collaborate closely with related Business Units and establish a strong support structure that nurtures customer’s and ADI's success
• Acts as the single voice of the customer filtering information appropriately related to the account’s objectives, performance, opportunities, and issues
• Understands the entire Global account’s ecosystem (end customer, market, design partners)
• Coordinate customer activities across the globe and harmonize our activities
• Identifies and resolves issues that interfere with driving investment decision making that leads to profitable growth with the account
• Leads and negotiates pricing contracts, multisite development agreements and maintaining access/influence to engineering and executives at all levels
• Travels globally to both open new and drive existing strategic opportunities and executive relationships across the entire customer’s global footprint
• Responsible for performance to plan, understands drivers of gaps to achieving plan and quickly addresses those areas until resolved
• Acts as an advocate for sales staff and is involved in escalations when customer expectations are not being met
• Leverages internal capabilities – sales operations, sales enablement, FAE, BU resources, HR, etc. – to manage and develop their team most effectively
• Manages change aligned with overall sales and/or corporate strategy and objectives

Requirements

• Bachelor’s or Master’s degree in electrical engineering or similar
• 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
• German as native language, and internal and external communication skills in English language
• 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
• Ability and willingness to travel globally as necessary to conduct stated responsibilities

Benefits

• Health insurance
• Professional development opportunities