Regional Sales Manager - Optical / Data Center (Pacific Northwest)

Location: Seattle, WA (Remote)

Travel: 30-50%

Revenue Responsibility: $10MM - $25MM

Territory: Pacific Northwest (PNW)

Primary Product Portfolio: Signal Integrity

Secondary Product Portfolio: Semtech Products

Our Team:

The Commercial team is a high-performing, strategic group driving Semtechs transformation into an industry-leading demand generation organization. We recognize that our rep partners are strategic extensions of our go-to-market engine and critical force multipliers for reaching customers we cant serve directly. We thrive in a fast-paced, dynamic environment where tenacity, grit, and collaboration define our culture, measuring success by the trust we build with customers and partners, the innovative solutions we deliver together, and the market share we capture through disciplined execution.

Job Summary:

The Regional Sales Manager will serve as a market share warrior, trusted customer advisor, and strategic partner orchestrator-driving explosive revenue growth through world-class demand generation across direct accounts and rep-covered territories. This high-impact position combines strategic vision with competitive sales instincts, orchestrating complex deals while building best-in-class rep firm relationships that multiply market reach. Youll be part business strategist, part performance coach, part trusted advisor, and part market intelligence officer-leveraging deep customer intimacy and systematic rep enablement to outmaneuver competition.

Your dual mandate spans the full Semtech portfolio: secure design wins with direct strategic accounts while building rep firm capability, alignment, and performance that amplifies your impact across territories. Success requires becoming a trusted advisor whom customers welcome into confidential discussions while creating strategic partnerships where rep firm success directly fuels Semtechs growth. Youll leverage consultative discovery to uncover business consequences and decision criteria driving customer choices, while coaching reps to do the same. Success will be measured by market share gains, customer and partner loyalty, design-win velocity, and pipeline conversion at industry-leading rates. Time allocation between direct accounts and rep firms flexes based on territory revenue mix and growth potential, requiring strategic prioritization and dynamic resource optimization.

Responsibilities:

Strategic Account Management, Revenue Growth & Design-Win Pursuit (30%-60%)

• Time allocation scales with direct account revenue and growth potential
• 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

Rep Firm Management, Revenue Growth & Development (20%-50%)

• Time allocation scales with rep territory revenue and growth potential
• 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

Business Operations & Forecasting (15%)

• 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

Cross-Functional Collaboration (5%)

• 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

Minimum Qualifications:

• 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
• Bachelors degree in Electrical Engineering, Business, or related technical/business field

Desired Qualifications:

• Proven track record of achieving $10MM-$20MM+ annual revenue quotas with consistency
• Experience managing rep firms or channel partners with demonstrated ability to drive accountability and performance improvement
• Background as Field Application Engineer or Systems Engineer with transition into commercial sales
• Experience with distribution partners and channel sales models including commission structure design
• Established rep firm relationships with demonstrated ability to drive performance transformation
• Track record of turning around underperforming territories through strategic rep management
• Experience conducting win/-loss analysis and translating market intelligence into actionable strategies
• Participation in industry events, standards bodies, or technical working groups
• Previous role at semiconductor company, OEM, or technology company in relevant markets
• MBA or advanced technical degree