Senior Director, Business Development

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, and software technologies into solutions that help drive advancements in digitized factories, mobility, and digital healthcare, combat climate change, and reliably connect humans and the world. With revenue of more than $12 billion in FY23 and approximately 26,000 people globally working alongside 125,000 global customers, ADI ensures today’s innovators stay Ahead of What’s Possible. Learn more at www.analog.com and on LinkedIn.

Business Development (technical/business) – (Sr. Director), Business Development

• Senior Role - Initially a player/coach, build team based on revenue growth.  Manage additional monetization functions to see revenue scale.  Identifies, supplier companies as scaling partners for product development, services engagement, and support.
• Builds services products.  Creates and puts product ideas into practice (i.e. part numbers, pricing and execution)
• Identify and Create marketing programs to achieve mid-term and long-term results.
• Responsible for sales and field contact for Software and Security Group (SSG) monetization activities
• Responsible for pipeline creation and management, works closely with Business Operations
• Success:
  • Meet or exceed the revenue and margin target for SSG
  • Pipeline growth to achieve run-rate revenue for ADI Vision2030
  • Regular engagement with field, customers, partners and channels to market
  • Sustained customer and ADI business value
• Skills: technical experience in silicon, systems and software products.  This is a business technical role, requiring reasonable understanding of technical value propositions and a focus on the business side of deals and transactions.

The more detailed level JD

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, and software technologies into solutions that help drive advancements in digitized factories, mobility, and digital healthcare, combat climate change, and reliably connect humans and the world. With revenue of more than $12 billion in FY22 and approximately 25,000 people globally working alongside 125,000 global customers, ADI ensures today’s innovators stay Ahead of What’s Possible.

Analog Devices is continuing to grow the software, systems and services capabilities to support customer projects on scale.  The Senior Director, Business Development role is key to this initiative and will be responsible for the full lifecycle of business development, from product and service identification, through opportunity assessment and negotiation to conclusion and delivery assurance.  The successful candidate will have experience dealing with ADI technology, proposal development, legal & business negotiation, supplier relationships and product management and product marketing.  This role will grow in organizational scope in line with revenue and pipeline projections.  The business development team works with Customer Office for customer engagement, the customer delivery team to see successful products and projects delivered on-time and according to applicable business metrics and suppliers to for identification, onboarding/offboarding and management of our scaling partners.  Our top performing team of professionals thrives on collaboration, success, and mentoring new talent.  

Role & Responsibility

• This role is designed as customer, partner and field facing, with a focus on creating software, systems, and services products, as well as building and managing pipeline opportunities for ADI software, systems, and services products.
• This role bridges the business and technical divide – successful candidates will have a technical background and intellectual curiosity of the market, customers and partner capabilities – while the success metrics for the role will be focused on pipeline creation and closure.
• Capable in all facets of business development
  • Opportunity creation and identification
  • Collateral creation and delivery suitable to engage customer.
  • Effective communication with ADI Global Customer Office (GCO) organization, customers and partners to understand customer needs and ADI partner solutions to fulfill those needs
  • Working with ADI GCO organization, customers, and partners to identify, cultivate and close opportunities.
  • Identify and work with suppliers as necessary to deliver on ADI customer commitments.
• Initially a player/coach role, the organization will grow along with revenue and pipeline growth and geographic dispersion.  The role is intended to be global in scope.
• Delivering convincing presentations to and working with all levels of Management, Sales, Engineering, and customers.
• Excellent communication and presentation skills
• Solid analytical and problem-solving skills
• Strong drive to compete and win
• Ability to take initiative and drive results
• Ability to build lasting, influential relationships, internal & external
• Ability to work in teams and collaborate effectively with personnel in different functions

Requirements

• Location USA
• Experienced Business Development, Systems Engineering, Field Application Engineering background
• Use, influence and modify ADI standard processes for software, systems and services.  
• Strong communication & collaboration skills
• Proven engagement with field sales, customers, partners, and sub-contractors
• Vertical market experience in Networking, Automotive, Aerospace and Defense, Consumer or Industrial preferred.
• BS EE, CE or CS – technical background preferred.
• Travel required: 10-25%

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.

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