Strategic Cloud & AI Accounts Lead

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

Job summary

Lumentum, a global leader in photonic technologies, seeks a Strategic Account Manager – Cloud and AI based in California. You will develop relationships with hyperscale cloud customers, drive design wins, and coordinate across Product, Engineering, Operations, and Executive Leadership.

The role focuses on expanding AI infrastructure and optical networking solutions, negotiating LTAs, forecasting revenue, and ensuring customer success.

Qualifications

• 8+ years in technical sales or account management in semiconductor/optical networking or data center infra.
• Strong understanding of AI infrastructure, cloud networking, optical interconnects, and data center architecture.
• Experience managing multi-million-dollar opportunities and complex strategic accounts.

Responsibilities

• Serve as primary commercial interface for assigned hyperscale cloud customers and drive executive relationships.
• Develop and execute account strategies to achieve revenue growth, design wins, and long-term partnerships.
• Coordinate cross-functional teams to ensure successful customer engagements and satisfaction.
• Identify new business opportunities across AI infrastructure, optical networking, and next-gen cloud architectures.
• Lead commercial negotiations including pricing, LTAs, capacity planning, and strategic contracts.
• Manage multi-year sales opportunities from early tech engagement to production deployment.
• Forecast revenue accurately and manage CRM, backlog, and business reviews.
• Collaborate with Sales Leadership, Product Line Management, Field Applications Engineering, and Operations to secure design wins.

Skills

Strategic accounts

Technical sales

Executive relationships

Negotiation

Forecasting

Education

Bachelor's degree

Advanced degree (plus)

Job description

Lumentum, a global leader in photonic technologies, seeks a Strategic Account Manager – Cloud and AI based in California. You will develop relationships with hyperscale cloud customers, drive design wins, and coordinate across Product, Engineering, Operations, and Executive Leadership.

The role focuses on expanding AI infrastructure and optical networking solutions, negotiating LTAs, forecasting revenue, and ensuring customer success.