Principal Account Manager, Field Sales

Analog Devices, Inc.; München; On-site; EUR 90,000 - 140,000; Full time

Job summary

Analog Devices, Inc. in Munich, Germany, is seeking a Senior Field Sales Engineer/Account Manager to drive strategic growth across a regional portfolio of industrial and military/aerospace customers.

You will own revenue, pipeline, and opportunities while leading cross-functional teams to align ADI solutions with customer priorities. The role requires strong strategic account leadership, relationship management at multiple levels, and the ability to influence customer decisions through deep

Qualifications

• Strategic Account Management: grow accounts through structured planning.
• Solution Selling: connect solutions to customer business needs.
• Commercial Leadership: strong pricing, negotiation, prioritization.
• Pipeline and Forecast Discipline: manage pipeline quality and forecast accuracy.
• Cross-Functional Collaboration: align stakeholders across functions.
• Customer Engagement: build relationships across multiple levels.
• Market Awareness: understand customer and competitive dynamics.
• Execution and Ownership: combine strategy with follow-through.
• Communication: clear and credible internal and external communication.

Responsibilities

• Own revenue, pipeline, and growth strategy for assigned accounts in Industrial and Military/aerospace markets.
• Identify and pursue new business opportunities.
• Build strong relationships with key customer stakeholders.
• Create and maintain focused account plans.
• Drive opportunity management and forecast accuracy.
• Align ADI solutions to customer needs and priorities.
• Coordinate internal resources around key opportunities.
• Lead pricing and commercial discussions.
• Track market trends, risks, and growth opportunities.
• Share insight and support strong commercial discipline across the team.

Skills

Strategic account mgmt

Solution selling

Commercial leadership

Pipeline discipline

Cross-functional collaboration

Customer engagement

Market awareness

Execution & ownership

Communication

Education

Bachelor’s degree in electrical engineering

Job description

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