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, and software technologies into solutions that help drive advancements in digitized factories, mobility, and digital healthcare, combat climate change, and reliably connect humans and the world. With revenue of more than $9 billion in FY24 and approximately 24 000 people globally, ADI ensures today’s innovators stay Ahead of What’s Possible™. Learn more at

About The Job

ADI Sales team is seeking a motivated Sales Account Manager to provide support to our Aerospace & Defense accounts in Germany. You will develop a strategy that grows design wins, customer relationships, and long‑term profitable revenue growth. This position will have high visibility within all departments of ADI and requires account ownership, self‑drive & accountability.

Aerospace and Defense Market

ADI has a significant presence in the Aerospace and Defense market, leveraging advanced technologies in high-performance analog, mixed-signal, and digital signal processing solutions, including sensor technologies, power management, communications (RF/Microwave/SDR), electronic warfare, and radars. AD is committed to supporting the Defense and Security market through cutting‑edge technologies that enhance modern aerospace and Defense systems.

Key Responsibilities

• Build and maintain trustful relationships with relevant customers to understand new product developments.
• Plan and ensure ADI product design‑in and increase ADI’s market share.
• Develop detailed customer‑related account plans and communicate to ADI management including recommendations for the product development strategy.
• Develop and implement effective sales strategy for the assigned accounts.
• Evaluate and qualify new accounts, with management of the use of ADI resources.
• Conduct all contract and price negotiations up to successful conclusion.
• Assume overall responsibility for managing all aspects of the sales process.
• Demonstrate annual revenue growth by identifying, cultivating and closing design‑in opportunities.
• Develop and deliver customer presentations to diverse audiences.
• Develop relationships at all levels with customer and ADI product development Business Units.
• Drive engagements between ADI and customer executives.
• Collaborate and liaise closely with all members of the global account team and other internal groups such as technical support, development, marketing, product management, internal sales and customer service.
• Attend trade shows and industry events/conferences.
• Ensure regular and accurate reporting in accordance with internal procedures and guidelines.

Education/Training

• Degree level (BEng, MEng, BSc, MSc) in electronic engineering or related disciplines. Analog and mixed‑signal semiconductor expertise preferred.
• Additional training in sales techniques and methodologies, especially value‑based selling, ROI, negotiation and presentation skills, communication, key account and project management will be a strong advantage.

Experience/Knowledge

• A minimum of 5 years of experience in a key account/global account management role in the semiconductor industry. Experience in ADEF segment is a plus.
• Experience in technical sales to major accounts, key accounts, etc.
• Experience in managing and coordinating sales projects on a global scale.
• Experience in negotiating complex contracts at technical and management level.
• Experience with applying ROI and related methodologies.
• Excellent knowledge of the semiconductor industry, ideally of both analog & digital applications.
• Experience with the design and delivery of customer presentations.
• Experience in using innovative customer management, reporting and forecasting systems.
• Experience in collaborating and working effectively with virtual sales teams.
• Experience in working in dynamic, matrix structured global organizations.

Languages

• German – Fluent / Native
• English – fluent
• Other language is a plus

Specifics

• German citizenship is mandatory for this position.
• Non‑dual citizenship is allowed for this position.
• Required Travel: 50% of the time.

Export Licensing

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 U.S. Citizens, U.S. 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.

Equal Opportunity Employer

Analog Devices is an equal opportunity employer. We foster a culture where everyone has an opportunity to succeed regardless of race, color, religion, age, ancestry, national origin, etc.