Qualcomm Atheros, Inc.
Job Area :
Sales, Business Development & Marketing Group, Sales, Business Development & Marketing Group >
Sales - Sales Incentive Plan
A successful individual representing Qualcomm in this role will deliver upon the following responsibilities and goals :
Develop and drive relationships with decision makers all the way to the C-level at the customer in key areas such as marketing, engineering, purchasing and operations, and be able to interact effectively with individuals ranging from top to bottom within the customer’s hierarchy.
Build relationship map for all key customers and facilitate appropriate relationships across Qualcomm resources mapped to the appropriate decision maker at the top customers.
Build a high level of customer intimacy by present regularly with the customer and work to drive continued relevance and leadership for Qualcomm at focus accounts.
Manage key logistical elements with the customer base, including : pipeline tracking, quoting, supply management, forecasting, & contractual negotiations.
Create, edit and deliver technical product presentations, define engagement plans and demonstrations at customer sites and trade events, either working with product line representatives or on a stand-alone basis to present the material.
This will include coordinating the meeting agenda, key messaging, value proposition and objectives, participants from both Qualcomm as well as the customer, capturing notes, defining and driving key actions from the meeting, as well as follow up after the meeting to assign action owners and coordinate responses.
Understand and be able to articulate Qualcomm’s overall product line-up and roadmap, as well as the products being offered by our competition.
The individual must be able to both position our products at the customer effectively vs. our competition as well as take customer inputs on QCOM’s product line-up back to the factory for consideration by our internal product line and engineering teams.
Use knowledge of competitor’s position as well as the customer’s requirements to play an active role in shaping Qualcomm’s product development for new applications, products and product innovations.
Identify new program opportunities at target customers and work to propose Qualcomm solutions for each. Understand the key requirements from the customer in terms of functionality, features, cost and other performance metrics and promote a corresponding Qualcomm product that best fits the customer’s requirements.
In addition to this, proactively push the customer to adopt Qualcomm products for applications that are synergistic with the customers’ key markets, and work to have the customer explore new market areas, even if the customer does not actively participate in those areas today.
Develop a business plan that tracks to overall account plan and align with internal relevant BU leaders.
Manage active program / design engagements to ensure that customer deliverables are being met, and where there are gaps, actively work with product line and / or engineering representatives to make sure those gaps are addressed.
Track programs by application, status, actions and owners for easy reference by management and other team members. Work to prioritize the engagements and provide guidance to Qualcomm’s internal teams on which items to focus on most.
Couple all the above activity with the focus to grow and exceed Qualcomm’s business goals and relevance within the target market’s customer base overall.
Minimum Qualifications :
8 or more years of successful sales, business development and / or marketing related business experience at consistently more senior levels, preferably in the networking / connected devices markets
BS or BA in marketing, business or technical field
Preferred Skills :
Demonstrated leadership skills both with internal teams as well as at customers; strong project management skills
Strong interpersonal & relationship building skills combined with excellent oral & written communication ability
Ability to execute against both short-term deliverables and long term strategic initiatives
Strong technical understanding of connectivity and networking markets or proven track record to learn and understand technical product line-ups
Successful track record in a similar position
MBA or MSEE a plus