Principal Account Manager

About This Role

This advanced sales role focuses on driving balanced sales growth, deepening customer relationships, and developing new business across a portfolio of healthcare accounts in the Nordic region. The Principal Account Manager will combine customer leadership, technical understanding, and disciplined execution to turn customer roadmaps into measurable opportunities, design wins, and revenue growth within the Digital Healthcare team.

Responsibilities

• Own and continuously refresh account plans for assigned customers, including growth priorities, opportunity mapping, decision-maker coverage, pipeline targets, competitive positioning, risk mitigation, and engagement strategy
• Drive balanced sales growth, account penetration, and customer satisfaction across a portfolio of complex healthcare accounts in the Nordic region
• Build and maintain trusted relationships with customer stakeholders in engineering, R&D, product management, procurement, operations, quality, supply chain, and management
• Align ADI technical and business strategy with customer roadmaps and revenue potential, identifying new platforms, applications, and program opportunities early in the design cycle
• Lead opportunity development with measurable bookings and design-win impact, connecting customer needs with ADI capabilities in signal chain, power, sensing, connectivity, embedded processing, software, and system-level solutions
• Partner closely with field application engineers, product lines, marketing, supply chain, pricing, and other internal teams to refine requirements and deliver tailored customer solutions
• Lead technical and commercial problem-solving for unique customer challenges, including pricing, supply, quality, roadmap, and execution topics, escalating appropriately when required
• Manage pipeline, forecasting, CRM quality, opportunity governance, and regular account cadence with a high level of accuracy and discipline
• Coordinate cross-team efforts across sales, engineering, and product organizations to create a consistent customer experience and expand ADI engagement
• Identify improvements in technical and commercial engagement workflows and help implement more effective, repeatable sales practices
• Anticipate obstacles, develop contingency plans, and manage trade-offs between competing customer and internal priorities to maintain momentum

Requirements

• Bachelor's degree in Engineering, Business, Life Sciences, or a related discipline
• Typically 7+ years of relevant professional experience in direct sales, account management, business development, field applications, or another customer-facing role in semiconductors, electronics, medtech, healthcare technology, or complex B2B technology markets
• Proven ability to manage complex accounts and territories, deliver sales growth, develop new business, and maintain strong customer satisfaction