Director, Key Account Management (KAM)

About the position

The position involves strategic account leadership, sales and business development, customer advocacy, cross-functional collaboration, team development and leadership, and market intelligence and reporting. The role is focused on developing and implementing strategic account plans for Amazon and AWS to drive revenue growth and establish long-term partnerships. It requires managing the sales pipeline, ensuring customer satisfaction, and collaborating with internal teams to deliver tailored solutions. Additionally, the position includes mentoring junior staff and monitoring market trends to provide insights to senior management.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

Requirements

• 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.

Benefits

• Equal opportunity/affirmative action employer.
• Assistance or accommodation due to a disability.