Strategic Account Manager

semtech; United States; On-site; USD 110,000 - 180,000; Full time

Job summary

Semtech seeks a Strategic Account Manager in the Bay Area to drive high-impact revenue growth across direct and rep-covered territories. You will orchestrate account plans, build executive relationships, and coordinate cross-functional teams to win design opportunities while expanding market reach.

You will manage rep firms and direct accounts, lead evaluations with FAEs, and deliver disciplined forecasting and pipeline management to protect margins and accelerate growth.

Responsibilities

• Develop and execute comprehensive account plans for assigned customer accounts using consultative discovery methodologies
• Build strategic customer relationships to identify opportunities for Semtech solutions across multiple product lines
• Drive annual revenue achievement through strategic account development, design-win pursuit, and production ramp management
• Partner with FAEs to drive technical evaluations, proof-of-concepts, and design-in activities for direct accounts
• Translate customer technical requirements into compelling business cases and commercial proposals
• Track design-win funnel from engagement through qualification and production ramp
• Build and maintain qualified pipeline of 3-4x quota coverage with systematic opportunity progression
• Lead pricing negotiations, MSA/NDA execution, and commercial terms protecting margins
• Cultivate executive relationships with procurement, supply chain, and engineering management
• Coordinate customer technical and commercial issue resolution across internal resources
• Manage 1-3 rep firms across assigned territory with accountability for revenue growth, performance metrics including NBOs, design-wins, CRM compliance, and revenue attainment
• Conduct quarterly business reviews (QBRs) with rep principals assessing performance scorecards, territory coverage, and strategic alignment
• Partner with rep firms and FAEs to drive technical evaluations, proof-of-concepts, and design-in activities across rep-covered accounts
• Track rep-driven design-win funnel progression and production ramp execution
• Develop rep capability through product training, technical solution selling coaching, and market intelligence sharing
• Monitor rep/distributor/direct commission conflicts and resolve using proof-of-influence methodology
• Build territory coverage strategies optimizing rep allocation and identifying underperforming coverage areas
• Track rep firm metrics including trip reports, opportunity quality, forecast accuracy, and customer engagement effectiveness
• Initiate performance improvement plans when rep firms fall below standards, making recommendations for rep changes when necessary
• Negotiate territory assignments, commission structures, and resource allocation based on ROI justification
• Deliver accurate monthly and quarterly revenue forecasts with appropriate lead-time visibility incorporating rep firm inputs
• Maintain Salesforce accuracy ensuring pipeline hygiene and data quality across direct and rep-managed opportunities
• Prepare and present Opportunity Reviews, Account Plans, Pipel

Job description

Location: Bay Area

Our Team

Semtech's commercial (sales) team is a high-performing, strategic group driving Semtech's transformation into an industry-leading demand generation organization. We recognize that our rep partners are strategic extensions of our go-to-market engine and critical force multipliers for reaching customers we can't serve directly. We thrive in a fast-paced, dynamic environment where tenacity, grit, and collaboration define our culture, measuring success by the trust we build with customers and partners, the innovative solutions we deliver together, and the market share we capture through disciplined execution.

Job Summary

The Strategic Account Manager is quota-carrying regional sales position that will serve as a market share warrior, trusted customer advisor, and strategic partner orchestrator-driving explosive revenue growth through world-class demand generation across direct accounts and rep-covered territories. This high-impact position combines strategic vision with competitive sales instincts, orchestrating complex deals while building best-in-class rep firm relationships that multiply market reach. You'll be part business strategist, part performance coach , part trusted advisor, and part market intelligence officer- leveraging deep customer intimacy and systematic rep enablement to outmaneuver competition.

Your dual mandate spans the full Semtech portfolio: secure design wins with direct strategic accounts while building rep firm capability, alignment, and performance that amplifies your impact across territories. Success requires becoming a trusted advisor whom customers welcome into confidential discussions while creating strategic partnerships where rep firm success directly fuels Semtech's growth. You'll leverage consultative discovery to uncover business consequences and decision criteria driving customer choices, while coaching reps to do the same. Success will be measured by market share gains, customer and partner loyalty, design-win velocity, and pipeline conversion at industry-leading rates. Time allocation between direct accounts and rep firms flexes based on territory revenue mix and growth potential, requiring strategic prioritization and dynamic resource optimization.

Responsibilities

Strategic Account Management, Revenue Growth & Design-Win Pursuit

• Develop and execute comprehensive account plans for assigned customer accounts using consultative discovery methodologies
• Build strategic customer relationships to identify opportunities for Semtech solutions across multiple product lines
• Drive annual revenue achievement through strategic account development, design-win pursuit, and production ramp management
• Partner with FAEs to drive technical evaluations, proof-of-concepts, and design-in activities for direct accounts
• Translate customer technical requirements into compelling business cases and commercial proposals
• Track design-win funnel from engagement through qualification and production ramp
• Build and maintain qualified pipeline of 3-4x quota coverage with systematic opportunity progression
• Lead pricing negotiations, MSA/NDA execution, and commercial terms protecting margins
• Cultivate executive relationships with procurement, supply chain, and engineering management
• Coordinate customer technical and commercial issue resolution across internal resources

Rep Firm Management, Revenue Growth & Development

• Manage 1-3 rep firms across assigned territory with accountability for revenue growth, performance metrics including NBOs, design-wins, CRM compliance, and revenue attainment
• Conduct quarterly business reviews (QBRs) with rep principals assessing performance scorecards, territory coverage, and strategic alignment
• Partner with rep firms and FAEs to drive technical evaluations, proof-of-concepts, and design-in activities across rep-covered accounts
• Track rep-driven design-win funnel progression and production ramp execution
• Develop rep capability through product training, technical solution selling coaching, and market intelligence sharing
• Monitor rep/distributor/direct commission conflicts and resolve using proof-of-influence methodology
• Build territory coverage strategies optimizing rep allocation and identifying underperforming coverage areas
• Track rep firm metrics including trip reports, opportunity quality, forecast accuracy, and customer engagement effectiveness
• Initiate performance improvement plans when rep firms fall below standards, making recommendations for rep changes when necessary
• Negotiate territory assignments, commission structures, and resource allocation based on ROI justification

Business Operations & Forecasting

• Deliver accurate monthly and quarterly revenue forecasts with appropriate lead-time visibility incorporating rep firm inputs
• Maintain Salesforce accuracy ensuring pipeline hygiene and data quality across direct and rep-managed opportunities
• Prepare and present Opportunity Reviews, Account Plans, Pipel