Regional Sales Manager – Optical, Data Center
Job Description:
- Strategic Account Management, Revenue Growth & Design-Win Pursuit (30%-60%)
- 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, 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
- 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
Requirements:
- Established customer relationships within optical products market
- Experience with Data Center / Optical signal integrity solutions
- 6-10 years of experience in technical sales, account management, or business development in semiconductor or technology industries
- Must be based in the Greater Seattle area with ability to commute to key customer site
- Experience conducting quarterly business reviews and implementing performance improvement plans
- Experience selling technical products into OEM, ODM, or enterprise customers
- Consultative selling proficiency using discovery methodologies to understand customer needs
- Strategic account planning capability with multi-year execution
- Complex sales funnel management with accurate forecasting incorporating rep firm pipeline
- Negotiation experience with procurement organizations and rep firm principals on commercial terms and territory management
- Ability to develop business cases articulating ROI and value propositions
- Ability to influence rep firm decisions on hiring, coverage, and resource investments
- Executive-level relationship management track record with customers and rep firm ownership
- Self-motivated with high accountability and ownership mentality
- Results-oriented with strong bias for action and execution
- Collaborative working style across FAE, product management, operations, marketing teams, and rep partners
- Data-driven decision making using performance metrics and ROI analysis
- Adaptable and effective in fast-paced, dynamic environments
- Excellent written and verbal communication skills across technical and business audiences
- Strategic thinking balancing short-term execution with long-term account and territory development
- Bachelor's degree in Electrical Engineering, Business, or related technical/business field
Benefits:
- Health insurance
- 401(k) matching
- Flexible work hours
- Paid time off
Apply tot his job Apply To this Job