Lightwave Technology Sales Manager-San Jose/Bay Area (Hybrid)

Job Summary

The Lightwave Technology Sales Manager is responsible for driving revenue growth and market expansion for compound semiconductor lasers used in data center optical networking and fiber optic-based communications. This role leads and manages account sales strategy, develops key relationships, identifies new business opportunities, and is responsible for the full sales lifecycle. Must have familiarity with fiber optics, semiconductor laser devices, data communications, WDM/DWDM technologies and optical communication networks. The ideal candidate combines proven technical customer account management, sales leadership and business development expertise.

Key Responsibilities

Account Management, Sales, and Business Development

• Serve as the primary point of contact for key accounts and strategic customers.
• Facilitate effective communication and alignment between customers and our teams in the U.S. and Japan.
• Develop account strategies and plans that align customer needs with company products, capabilities and solutions.
• Provide consistent account follow-up and internal coordination throughout the sales cycle. Working closely with Sales Operations, Engineering, Quality and Sr. Management.
• Understand company roadmaps with the ability to discuss technical products and SEI company capabilities.
• Manage the complete sales cycle, including prospecting, qualification, proposal development, negotiation, and contract closure.
• Identify and develop new opportunities within existing and prospective strategic customers.
• Build and maintain strong relationships with customers, partners, key industry stakeholders and our offices in Japan.
• Identify gaps in expectations or understanding between customers and teams and proactively develop solutions to improve alignment.
• Coordinate with marketing team on conferences and industry events.

Reporting & Forecasting

• Maintain accurate sales forecasts, pipeline management, and CRM records.
• Prepare, present and explain sales performance reports to senior leadership.
• Monitor KPIs and implement corrective actions to ensure achievement of business objectives.
• Support annual budgeting and strategic planning initiatives.

Required Skills / Abilities

• Experience managing major accounts and strategic customer relationships, business development, market research, and partnership building.
• Experience working in or with technology hardware companies.
• Strong analytical skills with the ability to interpret complex customer and market data.
• Excellent communication, presentation, negotiation and interpersonal skills to build and maintain relationships.
• Demonstrated ability to think strategically and propose innovative solutions.

• Self-motivated, proactive self-learner with great problem-solving skills.

Required Qualifications

• Bachelor's degree in Business, Engineering, Science, Data Communications, Computer Science or related field.
• Travel Requirements: Occasional international travel is required to support meetings, projects and business operations across global locations.

Desired Qualifications

• Prior experience in technical marketing, applications engineering, or product management.

• Experience working at or with hyperscale data center companies and/or suppliers and/or ecosystem.

• Experience with DFB, EML, CW, tunable lasers, PICs, or related optoelectronic devices.

• Understanding of fiber optic communication, compound semiconductor lasers / components, data communications, WDM/DWDM, and optical communications ecosystems.

Work Environment

• Hybrid work environment with frequent customer visits and travel.
• Collaboration with cross-functional teams including engineering, product management, operations, and marketing.
• Fast-paced, technology-driven environment focused on innovation and customer success.

The base salary range for this position is $160k-180k/annually.

Compensation may vary depending on a number of factors, including a candidate’s experience, qualifications, skills, competencies and location. Base pay is one part of the total compensation and benefits package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives. Sumitomo Electric Device Innovations offers a comprehensive benefits package designed to support professional growth, personal wellness, and financial security.

About Sumitomo Electric Device Innovations, USA

Sumitomo Electric Device Innovations USA, Inc., (SEDU), a Sumitomo Electric Group company, is a leading provider of compound semiconductor Laser and RF component solutions. Our optical components serve the datacom, hyperscale, telecom, and broadband communications markets. SEDU also provides a comprehensive line of high power RF component solutions. SEDU focuses on the Americas market, while drawing on the well-established global presence of Sumitomo to achieve integrated support to customer facilities throughout the world. Visit https://sei-device.com/ for more information.

About Sumitomo Electric Group

Sumitomo Electric Industries Ltd. is a recognized global technology leader with over 280,000 employees working at around 400 group companies in 40 countries. Building on more than 120 years of innovation, today Sumitomo Electric is engaged in diversified business activities that support people’s daily lives and industries in five business segments: automotive, infocommunications, electronics, environment & energy, and industrial materials.

To learn more about Sumitomo Electric, please visit https://sumitomoelectric.com