Principal Account Manager, Field Sales

About Analog Devices 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, 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 . About the Role The Senior Field Sales Engineer / Account Manager in the Broad Market / Regional Sales team is responsible for driving strategic growth across a defined portfolio of regional customers and partners. This role leads commercial engagement with key accounts, identifies and develops new business opportunities, and translates customer and market needs into focused growth plans for ADI. In addition to owning revenue and pipeline performance, the role requires strong strategic account leadership, cross-functional alignment, and the ability to influence customer direction through a deep understanding of business priorities and solution value. Key Responsibilities Strategic Account Ownership: Own revenue, pipeline, and growth strategy for assigned accounts in Industrial and Military/ aerospace markets Business Growth Development : Identify and pursue new business opportunities Customer Relationship Leadership: Build strong relationships with key customer stakeholders Account Strategy and Planning: Create and maintain focused account plans Pipeline and Forecast Leadership: Drive opportunity management and forecast accuracy Solution Positioning: Align ADI solutions to customer needs and priorities Cross-Functional Influence : Coordinate internal resources around key opportunities Commercial Negotiation: Lead pricing and commercial discussions Market and Competitive Insight: Track market trends, risks, and growth opportunities Leadership Contribution: Share insight and support strong commercial discipline across the team Must Have Skills Strategic Account Management: Ability to grow accounts through structured planning Solution Selling: Ability to connect solutions to customer business needs Commercial Leadership: Strong judgment in pricing, negotiation, and prioritization Pipeline and Forecast Discipline: Ability to manage pipeline quality and forecast accuracy Cross-Functional Collaboration: Ability to align stakeholders across functions Customer Engagement: Strong relationship-building across multiple levels Market Awareness: Understanding of customer and competitive dynamics Execution and Ownership: Ability to combine strategy with follow-through Communication: Clear and credible internal and external communication Preferred Education and Experience Bachelor’s degree in electrical/Electronic Engineering or equivalent professional qualification Insights and experience with military customers and the military market in general Several years of relevant experience in field sales, account management, technical sales Experience managing regional or strategic customer accounts in a technology-driven environment Semiconductor, electronics, or industrial technology background Highly motivated, energetic and positive attitude required Team player and ability to adapt to changing situations Self-motivating and taking initiative Proficiency in German and English language Willingness to travel within the region as required (min 50%), valid driving license and passport #LI-AH1 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. Job Req Type: Experienced Required Travel: Yes, 10% of the time Shift Type: 1st Shift/Days