The posting
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, Pipeline Reviews, and Rep QBRs to leadership
- Track and report KPIs including design-win count, revenue attainment, win/loss ratios, rep performance metrics, and customer satisfaction
- Develop account-specific and territory-wide pricing strategies balancing competitiveness with profitability
- Maintain working knowledge of Semtech product portfolio and competitive alternatives
Cross-Functional Collaboration
- Provide customer and rep firm feedback plus competitive intelligence to product marketing and leadership
- Coordinate with supply chain and operations teams on demand planning, allocation, and new product introductions
- Establish collaborative relationships with Semtech account managers supporting ecosystem players
- Identify and engage technical influencers, consultants, and partners impacting customer technology selection
- Support marketing initiatives including customer success stories, trade shows, and technical content
Minimum Qualifications:
- 5+ years in a customer-facing technical role within the semiconductor or data center interconnect industry — Field Applications Engineer, Applications Engineer, Sales Applications Engineer, Product Line Manager, or Product Marketing Engineer all qualify. Direct quota-carrying sales experience is preferred but not required.
- Working technical fluency in at least one of the following: signal integrity products (retimers, redrivers, TIAs, laser drivers), optical interconnect, or adjacent high-speed data center silicon. You should be comfortable holding a technical conversation with a customer's engineering team about the products you've supported.
- A track record of taking initiative — engaging customers directly, driving outcomes across functional boundaries, and moving deals or projects forward without waiting to be asked.
- Strong written and verbal communication skills, with the ability to translate technical concepts into customer and business terms.
- Comfort operating in ambiguity. This is a greenfield territory — you'll help shape the pipeline, the relationships, and how we go to market.
- Bachelor's degree in Electrical Engineering or a related technical field, or equivalent industry experience.
Desired Qualifications
- Existing relationships at Microsoft, AWS, Meta, or Apple in the Pacific Northwest, particularly within data center, silicon photonics, or hardware engineering organizations.
- Direct experience with signal integrity or optical products selling into hyperscaler or large OEM accounts.
- Exposure to the commercial side of the business — pricing discussions, customer negotiations, design-win pursuit, or pipeline management — even if not in a formal sales seat.
- Experience working with rep firms, distributors, or channel partners.
- Familiarity with Salesforce or a comparable CRM.
- Advanced technical degree, MSEE or MBA.
The intent of this job description is to describe the major duties and responsibilities performed by incumbents of this job. Incumbents may be required to perform job-related tasks other than those specifically included in this description.
All duties and responsibilities are essential job functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities.
We are proud to be an EEO employer M/F/D/V. We maintain a drug-free workplace.
A reasonable estimate of the base pay range for this position is $160,000 - $180,000. There are several factors taken into consideration in determining base salary, including but not limited to: job-related qualifications, skills, education and experience, as well as job location and the value of other elements of an employee’s total compensation package.
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