Director, Key Account Management (KAM)

Primary Duties & Responsibilities

Strategic Account Leadership

• Develop and implement strategic account plans for Amazon and AWS to drive revenue growth, profitability, and long-term partnership.
• Establish and nurture strong relationships with senior executives, engineering leaders, and procurement teams at the customer organizations.
• Align Coherent’s product offerings with Amazon and AWS’s current and future needs, ensuring a consultative, value-added approach..

Sales and Business Development

• Own the sales pipeline for Amazon and AWS, managing the entire sales cycle from opportunity identification to deal closure.
• Collaborate with internal teams to create competitive proposals that balance customer value with Coherent’s profitability.
• Exceed quarterly and annual revenue and growth targets for these key accounts.

Customer Advocacy

• Act as the primary point of contact and trusted advisor for customer stakeholders.
• Represent customer feedback internally to influence product development, operations, and support initiatives.
• Ensure high levels of customer satisfaction by addressing issues promptly and proactively.

Cross-Functional Collaboration

• Work closely with Coherent’s product management, engineering, and marketing teams to deliver tailored solutions.
• Facilitate deep technical engagement between Coherent and customer engineering teams to drive innovation and design wins.
• Coordinate with other sales leaders to ensure alignment on strategic goals and shared opportunities.

Team Development and Leadership

• Mentor and guide junior account managers or support staff working on Amazon and AWS accounts.
• Foster a culture of excellence and continuous improvement within the account management team.

Market Intelligence and Reporting

• Monitor and report on market trends, competitive activity, and customer strategies in the cloud services and optical networking space.
• Provide regular updates to the SVP of Sales for Communications on account performance, opportunities, and challenges.

Education & Experience

Bachelor’s degree in Engineering, Business, or a related field (MBA or advanced technical degree preferred).

• 15 years of account management or sales experience, with a strong focus on optical networking, telecommunications, or related technology sectors.
• Proven success in managing and growing large, complex accounts, ideally with CSPs such as Amazon or AWS. 
• Deep understanding of optical networking solutions, including coherent optics, DWDM, and data center interconnect technologies.
• Familiarity with CSP infrastructure strategies and procurement processes.

Skills

• Exceptional relationship-building, negotiation, and communication skills, particularly at the executive level.
• Strategic thinker with strong analytical skills and the ability to translate insights into actionable plans.
• Demonstrated ability to lead cross-functional teams and manage complex customer engagements.
• Strong organizational and time management skills.
• Ability to achieve results independently or working with others.
• Ability to handle multiple priorities involving external and internal priorities.
• Ability to excel in a cross-organizational, cross cultural, global team environment.
• Ability to travel extensively within the region.
• Experience with CRM, Word, Excel, Outlook, PowerPoint, Email, SAP.

Working Conditions

Normal Office Conditions

Physical Requirements

• Must be able to remain in a stationary position, often standing or sitting for prolonged periods
• Must be able to communicate clearly and effectively with others to exchange information
• Constantly operates a computer and other office equipment
• Must be able to travel 

Safety Requirements

All employees are required to follow the site EHS procedures and Coherent Corp. Corporate EHS standards.

Quality and Environmental Responsibilities

Depending on location, this position may be responsible for the execution and maintenance of the ISO 9000, 9001, 14001 and/or other applicable standards that may apply to the relevant roles and responsibilities within the Quality Management System and Environmental Management System.

Culture Commitment

Ensure adherence to company’s values (ICARE) in all aspects of your position at Coherent Corp.:

Integrity – Create an Environment of Trust

Collaboration – Innovate Through the Sharing of Ideas

Accountability – Own the Process and the Outcome

Respect – Recognize the Value in Everyone

Enthusiasm – Find a Sense of Purpose in Work

Coherent Corp. is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.