Senior Principal Account Manager, Field Sales

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 .

Purpose of the Role

To lead Analog Devices’ commercial growth strategy with responsibility for scaling revenues to €20m within next 3 years in the European market (outside of UK & Ireland). The role encompasses full ownership of the European sales function - from pipeline generation and deal execution to tender management and framework awards. Success requires landing at least 5 major DSO framework contracts across Europe and building a scalable sales organisation capable of supporting rapid multi-market expansion.

Requirements of the Role

• Proven track record in grid technology sales, preferably in LV monitoring, smart grid devices, or related digitalisation technologies for DSOs.
• Senior-level experience in closing multi-million framework deals with regulated utilities.
• Deep knowledge of European DSO procurement models (Ofgem, RIIO-ED2 context, ENA standards) and familiarity with EU DSO regulatory frameworks.
• Ability to design and lead high-performance sales processes (pipeline, CRM, forecasting).
• Strong experience in tender preparation, negotiation, and contract award processes.
• Capability to recruit, mentor, and manage a sales and pre-sales team across multiple geographies.

Revenue Growth & Market Leadership

• Deliver European revenue growth to €20m within next 3 years.
• Expand European sales footprint.
• Drive overall company order book conversion rate, ensuring delivery against Board revenue targets.

Strategic Account & DSO Management

• Build and lead relationships with senior procurement, innovation, and operations teams at DSOs.
• Secure minimum 8 long-term framework agreements/contracts across Europe.
• Position Analog Devices as a trusted partner in LV monitoring and grid digitalisation.

Sales Organisation & Leadership

• Structure and lead the sales team (Europe).
• Establish KPIs, commission frameworks, and reporting cadence.
• Mentor pre-sales and business development staff to improve win-rates and deal velocity.

Tendering & Commercial Execution

• Oversee tender qualification, response writing, commercial modelling, and negotiation.
• Ensure alignment of technical solution with DSO specifications and regulatory incentives.
• Lead final contract negotiations and framework onboarding.

Market Intelligence & Positioning

• Track regulatory changes (Ofgem, BEIS, EU equivalents) and adjust GTM approach accordingly.
• Feed market insights into product roadmap (e.g., PQ, fault location, digital substation needs).
• Shape Analog Devices’ European messaging and presence at industry events (ENA, CIRED, Eurelectric).

Forecasting & Reporting

• Own pipeline visibility and sales forecasting to CEO/Board.
• Implement and manage CRM discipline across the sales team.
• Report progress towards €20m revenue target and contract milestones.

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