Sr. Principal Account Manager, Key Accounts

Key Account Manager North Bay Area, California

Analog Devices (ADI) is seeking a strategic, customer-focused Key Account Manager to drive growth across a portfolio of major Instrumentation accounts in the North Bay Area, California. This is a high-impact role for a sales professional who excels at building executive and technical relationships, shaping account strategy, and delivering sustained revenue growth within complex customer organizations.

The Key Account Manager will be responsible for developing and executing strategic account plans that expand ADI's presence across targeted programs, platforms, and business units. The ideal candidate brings a strong consultative selling mindset and the ability to position total solutionswinning the entire signal chain and supporting power within customer applications. Success in this role requires translating customer needs into long-term strategic opportunities aligned with ADI's differentiated technology portfolio.

This role demands deep collaboration across ADI, including close partnership with Field Applications Engineers (FAEs), product line leaders, the Instrumentation Business Unit, and sales management. The successful candidate will lead cross-functional efforts to drive opportunity development, design wins, issue resolution, and overall account execution.

The Key Account Manager must be comfortable engaging at multiple levels within customer organizationsfrom engineering and procurement teams to business leaders and senior executivesbuilding trust, clearly communicating value, influencing decisions, and leading strategic conversations that strengthen ADI's position and deliver measurable growth.

Key Responsibilities

• Develop and execute strategic account plans to drive growth across assigned accounts
• Identify, develop, and close new business opportunities by promoting ADI's total solutions across the full signal chain and supporting power
• Build and maintain strong relationships with technical, business, operational, and executive stakeholders within assigned accounts
• Align ADI's technology portfolio with customer roadmaps, application requirements, and long-term strategic priorities
• Lead cross-functional collaboration with FAEs, product line leaders, the Instrumentation Business Unit, and sales management to advance account objectives
• Drive design-win activity, pipeline growth, and strategic opportunity management across the customer base
• Navigate complex customer organizations and engage effectively across multiple layers of management
• Anticipate and address customer challenges by coordinating internal resources and ensuring timely follow-through
• Monitor competitive dynamics, market trends, and customer priorities to identify new avenues for growth
• Communicate account opportunities, priorities, risks, and progress clearly to internal stakeholders and leadership

Qualifications

• Bachelor's degree in engineering, business, or a related field; technical degree preferred
• Proven success in key account management, strategic sales, or business development within semiconductor, instrumentation, electronic test, or related technology markets
• Demonstrated ability to develop and execute customer growth strategies for complex, high-value accounts
• Strong consultative selling skills, with a focus on solution selling versus individual component sales
• Solid understanding of analog, mixed-signal, signal chain, and power solutions, and the ability to connect technology capabilities to customer business outcomes
• Experience working cross-functionally and leveraging technical and business resources to achieve strategic objectives
• Excellent communication, presentation, negotiation, and relationship-management skills
• Ability to influence and engage effectively with stakeholders ranging from engineers to senior executives

Preferred Qualifications

• Experience managing large strategic accounts within the instrumentation, test, or industrial technology space
• Familiarity with ADI's product portfolio and go-to-market model
• Track record of driving design wins and long-term revenue growth within complex customer environments

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 The expected wage range for a new hire into this position is $205,114 to $282,032.

• 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.