[Remote] Strategic Account Manager - Hyperscalers

Note: The job is a remote job and is open to candidates in USA. Semtech is a leading company in the semiconductor industry, and they are seeking a Strategic Account Manager to drive revenue growth and manage relationships with strategic accounts and rep firms. This role involves developing account plans, building customer relationships, and collaborating with internal teams to achieve sales objectives and enhance market presence.

Responsibilities

• 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
• Develop account-specific and territory-wide pricing strategies balancing competitiveness with profitability
• Maintain working knowledge of Semtech product portfolio and competitive alternatives
• 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

Skills

• 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
• Based in the Greater Seattle area, or willing to relocate, with the ability to be onsite at key customers regularly
• 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
• 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

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