Strategic Account Manager – Cloud and AI

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About Lumentum

Lumentum is a global leader in photonic technologies that power AI infrastructure cloud data centers telecommunications industrial manufacturing and sensing applications. As AI drives unprecedented demand for bandwidth speed and energy efficiency our optical networking solutions enable the worlds largest cloud providers to build the next generation of AI and cloud infrastructure.

With nearly 50 years of innovation Lumentum delivers industry-leading lasers optical components and photonic solutions that connect people businesses and AI systems at massive scale. Headquartered in San Jose California we operate globally through world-class research manufacturing and customer support organizations.

This role provides the opportunity to lead strategic engagements with the worlds largest hyperscale cloud providers and help shape the future of AI networking and optical connectivity.

Position Overview

As a Strategic Account Manager Cloud and AI you will be responsible for developing and growing strategic relationships with leading hyperscale cloud customers. You will drive design wins long-term business growth and executive engagement while working cross-functionally with Product Line Management Engineering Operations Marketing and Executive Leadership. This is a highly visible role supporting the rapid expansion of AI infrastructure and next-generation optical networking technologies.

Job Responsibilities

• Serve as the primary commercial interface for assigned hyperscale cloud customers developing executive-level relationships while driving day-to-day business execution.
• Develop and execute account strategies to achieve revenue growth design wins and long-term strategic partnerships.
• Drive customer requirements internally and coordinate cross-functional teams to ensure successful customer engagements and exceptional customer satisfaction.
• Identify and develop new business opportunities across AI infrastructure optical networking and next-generation cloud architectures.
• Lead commercial negotiations including pricing long-term supply agreements (LTAs) capacity planning and strategic contracts.
• Manage complex multi-year sales opportunities from early technology engagement through production deployment.
• Build trusted relationships from engineering organizations through executive leadership within strategic customer accounts.
• Develop accurate revenue forecasts and manage CRM sales funnel activity backlog and business reviews.
• Collaborate closely with Sales Leadership Product Line Management Field Applications Engineering Business Units Operations and Executive Leadership to secure new design wins and maximize customer success.

Required Qualifications

• Bachelors degree in Engineering Physics Computer Science Business or a related discipline. An advanced degree is a plus.
• 8 years of successful technical sales or account management experience within the semiconductor optical networking or data center infrastructure industry.
• Strong understanding of AI infrastructure cloud networking optical interconnects and data center architecture.
• Demonstrated success managing complex strategic accounts and multi-million-dollar business opportunities.
• Excellent communication presentation negotiation and executive relationship management skills.
• Strong analytical and organizational skills with the ability to influence cross-functional teams and executive stakeholders.
• Self-motivated with the ability to work independently in a fast-paced global organization.
• Must reside within the geographic territory assigned to this position and be able to support regular in-person engagement with strategic hyperscale cloud customers.
• Willingness to travel as required.
• Candidates must possess at least two (2) of the following:
  • Direct experience selling optical networking products including optical transceivers lasers coherent optics silicon photonics optical components or related technologies.
  • Experience selling directly to hyperscale cloud providers including Microsoft Amazon Web Services (AWS) Meta Oracle or other major cloud operators.
  • Established relationships with decision makers within Microsoft AWS Meta Oracle or comparable hyperscale cloud customers.

Preferred Qualifications

• Deep understanding of optical networking technologies including optical transceivers coherent optics silicon photonics co-packaged optics (CPO) linear pluggable optics (LPO) and AI networking.
• Experience supporting AI infrastructure cloud networking or high-performance computing platforms.
• Experience negotiating long-term supply agreements (LTAs) strategic commercial partnerships and complex customer contracts.

Pay Range:

Disclaimer:

Final base salary for the successful candidate will depend on multiple factors including but not limited to job location where work will be performed qualifications work history and relevant experience. With our continual goal of making Lumentum a best place to work for our employees we strive to offer employees competitive total compensation packages which may include annual bonus commission for certain sales roles equity and health and welfare benefits.