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