Strategic Account Manager

Lumentum; San Jose (CA); On-site; USD 129,000 - 185,000; Full time

Job summary

Lumentum, based in San Jose, CA, seeks a Strategic Account Manager – Cloud and AI to grow strategic relationships with hyperscale cloud customers. You will drive design wins, long-term growth, and executive engagement while coordinating Product, Engineering, Operations, Marketing, and leadership.

Responsibility includes managing multi-year opportunities, leading negotiations, and delivering revenue growth across AI infrastructure and optical networking.

Qualifications

• Bachelor's degree in Engineering, Physics, Computer Science, Business, or a related discipline.
• 8+ years of successful technical sales or account management experience within semiconductor, optical networking, or data center infrastructure.
• Strong understanding of AI infrastructure, cloud networking, optical interconnects, and data center architecture.
• Demonstrated success managing complex strategic accounts and multi-million-dollar business opportunities.
• Excellent communication, presentation, negotiation, and executive relationship management skills.
• Strong analytical and organizational skills with the ability to influence cross-functional teams.
• Must reside within the geographic territory assigned and be able to travel.

Responsibilities

• Serve as commercial interface for assigned hyperscale cloud customers and drive day-to-day execution.
• Develop and execute account strategies to achieve revenue growth and design wins.
• Coordinate cross-functional teams to ensure customer engagements and satisfaction.
• Identify and develop new business opportunities across AI infra, optical networking, and cloud architectures.
• Lead negotiations including pricing, LTAs, capacity planning, and strategic contracts.
• Manage multi-year sales opportunities from early tech engagement to deployment.
• Build relationships from engineering to executive leadership within strategic accounts.
• Develop accurate revenue forecasts and manage CRM, funnel, backlog, and reviews.
• Collaborate with sales, PM, FAE, BU, operations, and leadership to secure design wins.

Skills

8+ years technical sales/account mgmt

AI infrastructure & cloud networking

Strategic account management

Executive communication/negotiation

Analytical/organizational skills

Experience selling to hyperscale cloud

Education

Bachelor's degree in Engineering, Physics, CS, Business, or related

Advanced degree preferred

Job description

It's fun to work in a company where people truly BELIEVE in what they're doing!

We're committed to bringing passion and customer focus to the business.

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

It's fun to work in a company where people truly BELIEVE in what they're doing!

We're committed to bringing passion and customer focus to the business.

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

About Lumentum

Lumentum is a global leader in photonic technologies that power AI infrastructure, cloud data centers, telecommunications, industrial manufacturing, and sensing applications. As AI drives unprecedented demand for bandwidth, speed, and energy efficiency, our optical networking solutions enable the world's largest cloud providers to build the next generation of AI and cloud infrastructure.

With nearly 50 years of innovation, Lumentum delivers industry-leading lasers, optical components, and photonic solutions that connect people, businesses, and AI systems at massive scale. Headquartered in San Jose, California, we operate globally through world-class research, manufacturing, and customer support organizations.

This role provides the opportunity to lead strategic engagements with the world's largest hyperscale cloud providers and help shape the future of AI networking and optical connectivity.

Position Overview

As a Strategic Account Manager – Cloud and AI, you will be responsible for developing and growing strategic relationships with leading hyperscale cloud customers. You will drive design wins, long-term business growth, and executive engagement while working cross-functionally with Product Line Management, Engineering, Operations, Marketing, and Executive Leadership. This is a highly visible role supporting the rapid expansion of AI infrastructure and next-generation optical networking technologies.

Job Responsibilities

• Serve as the primary commercial interface for assigned hyperscale cloud customers, developing executive-level relationships while driving day-to-day business execution.
• Develop and execute account strategies to achieve revenue growth, design wins, and long-term strategic partnerships.
• Drive customer requirements internally and coordinate cross-functional teams to ensure successful customer engagements and exceptional customer satisfaction.
• Identify and develop new business opportunities across AI infrastructure, optical networking, and next-generation cloud architectures.
• Lead commercial negotiations including pricing, long-term supply agreements (LTAs), capacity planning, and strategic contracts.
• Manage complex, multi-year sales opportunities from early technology engagement through production deployment.
• Build trusted relationships from engineering organizations through executive leadership within strategic customer accounts.
• Develop accurate revenue forecasts and manage CRM, sales funnel activity, backlog, and business reviews.
• Collaborate closely with Sales Leadership, Product Line Management, Field Applications Engineering, Business Units, Operations, and Executive Leadership to secure new design wins and maximize customer success.

Required Qualifications

• Bachelor's degree in Engineering, Physics, Computer Science, Business, or a related discipline. An advanced degree is a plus.
• 8+ years of successful technical sales or account management experience within the semiconductor, optical networking, or data center infrastructure industry.
• Strong understanding of AI infrastructure, cloud networking, optical interconnects, and data center architecture.
• Demonstrated success managing complex strategic accounts and multi-million-dollar business opportunities.
• Excellent communication, presentation, negotiation, and executive relationship management skills.
• Strong analytical and organizational skills with the ability to influence cross-functional teams and executive stakeholders.
• Self-motivated with the ability to work independently in a fast-paced, global organization.
• Must reside within the geographic territory assigned to this position and be able to support regular in-person engagement with strategic hyperscale cloud customers.
• Willingness to travel as required.
• Candidates must possess at least two (2) of the following: Direct experience selling optical networking products, including optical transceivers, lasers, coherent optics, silicon photonics, optical components, or related technologies. Experience selling directly to hyperscale cloud providers, including Microsoft, Amazon Web Services (AWS), Meta, Oracle, or other major cloud operators. Established relationships with decision makers within Microsoft, AWS, Meta, Oracle, or comparable hyperscale cloud customers.

Preferred Qualifications

• Deep understanding of optical networking technologies, including optical transceivers, coherent optics, silicon photonics, co-packaged optics (CPO), linear pluggable optics (LPO), and AI networking.
• Experience supporting AI infrastructure, cloud networking, or high-performance computing platforms.
• Experience negotiating long-term supply agreements (LTAs), strategic commercial partnerships, and complex customer contracts.

Pay Range

S64-USA-1 :$129,350.00 - $184,800.00

Disclaimer

Final base salary for the successful candidate will depend on multiple factors, including but not limited to, job location, where work will be performed, qualifications, work history and relevant experience. With our continual goal of making Lumentum a best place to work for our employees, we strive to offer employees competitive total compensation packages, which may include annual bonus, commission for certain sales roles, equity, and health and welfare benefits.