Regional Sales Manager – Optical, Data Center

🌍 Remote, USA 🚀 Full-time 🕐 Posted Recently

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

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