Strategic Account Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Develop and implement detailed account strategies for designated customer accounts.

• Establish strategic relationships with customers and identify opportunities across various product lines.

• Achieve annual revenue goals through account development, pursuit of design wins, and management of production ramp.

• Collaborate with Field Application Engineers (FAEs) on technical assessments, proof-of-concept projects, and design-in efforts.

• Convert customer technical specifications into business cases and commercial proposals.

• Monitor design-win funnels from qualification through production ramp.

• Maintain a qualified pipeline that covers 3–4 times the quota.

• Lead negotiations on pricing, execute Master Service Agreements (MSA) and Non-Disclosure Agreements (NDA), and manage commercial terms.

• Foster executive relationships within procurement, supply chain, and engineering management.

• Oversee 1–3 representative firms, focusing on their revenue growth, performance metrics, and compliance with CRM practices.

• Conduct quarterly business reviews with representative principals.

• Enhance representative capabilities through product training, technical solution-selling coaching, and sharing market intelligence.

• Formulate territory coverage strategies and resolve commission disputes.

• Provide monthly and quarterly sales forecasts.

• Ensure accuracy in Salesforce and maintain pipeline hygiene.

• Prepare and deliver opportunity reviews, account strategies, pipeline assessments, and representative quarterly business reviews to leadership.

• Monitor key performance indicators (KPIs) such as design-win counts, revenue achievement, win/loss ratios, representative performance, and customer satisfaction.

• Coordinate with product marketing, leadership, supply chain, operations, account managers, consultants, and partners.

• Support marketing activities including customer success stories, trade shows, and technical content.

⛳️ Requirements

• A minimum of 5 years in a customer-facing technical role within the semiconductor or data center interconnect sectors.

• Proficient technical knowledge in signal integrity products, optical interconnect, or related high-speed data center silicon.

• Proven ability to take initiative and drive results across various functional areas.

• Excellent written and verbal communication skills, capable of translating technical concepts into customer-friendly and business-oriented language.

• Comfort with ambiguity and the ability to shape a new territory.

• Bachelor’s degree in Electrical Engineering or a related technical discipline, or equivalent experience in the industry.

• Existing connections with Microsoft, AWS, Meta, or Apple in the Pacific Northwest (preferred).

• Direct experience selling signal integrity or optical products to hyperscaler or large OEM accounts (preferred).

• Familiarity with pricing discussions, customer negotiations, pursuit of design wins, or pipeline management (preferred).

• Experience collaborating with representative firms, distributors, or channel partners (preferred).

• Knowledge of Salesforce or a comparable CRM system (preferred).

• Advanced technical degree, such as MSEE or MBA (preferred).

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance plans.

• Opportunities for professional development and career advancement.

• Flexible work arrangements to promote work-life balance.

• Access to a collaborative and innovative work environment.