Distributor Sales Manager
San Jose
hace 2 días

Company :

Qualcomm Atheros, Inc.

Job Area :

Sales, Business Development & Marketing Group, Sales, Business Development & Marketing Group >

Sales - Sales Incentive Plan

Qualcomm is a company of inventors that unlocked 5G ushering in an age of rapid acceleration in connectivity and new possibilities that will transform industries, create jobs, and enrich lives.

But this is just the beginning. It takes inventive minds with diverse skills, backgrounds, and cultures to transform 5Gs potential into world-changing technologies and products.

This is the Invention Age - and this is where you come in.

  • Qualcomm is seeking an experienced marketing, business development or sales professional to serve in the role as Sales Manager covering several key customers located on the Central North American Region.
  • In this role you will :

  • Be part of the team leading sales and new business opportunities for the world of connected IOT and other accelerating markets for Qualcomm.
  • Use comprehensive understanding of Qualcomm portfolio and technology to drive new demand creation and technology partnerships with customer.
  • Be responsible for identifying new customers and business opportunities and expanding upon current ones to increase revenues at emerging and key accounts by evangelizing use cases in IOT for unlicensed section solutions and AI / ML.
  • Work closely with key stakeholders, executives, and cross-functional teams to facilitate and gain support for long term plans based on achievement of business and financial goals and milestones.
  • Manage the customer design business cycle from cradle to grave; NDAs, License agreements, Salesforce, Development tools, Customer support and issue resolution, Forecasting, Pricing strategy, Customer service, Production and EOL management.
  • Maintain sales pipeline, provide monthly forecasts, and support internal operational and financial planning processes.
  • 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 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 customers hierarchy.
  • Build a high level of customer intimacy by being 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 QCOMs product line-up back to the factory for consideration by our internal product line and engineering teams.

  • Use knowledge of competitors position as well as the customers’ requirements to play an active role in shaping Qualcomm's product development for new applications, products, and product innovations.
  • Identify new program opportunities with manufacturer rep personnel 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 customers’ 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.

  • 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.
  • Overall Channel Sales owner of the broader tier 2 / 3 customers serviced by Manufacturers Reps and for the Southwestern North American region :
  • Work with internal business units to identify region strategic objectives for the region and facilitate / drive these objectives with all channel partners.
  • Establish, track, and drive revenue (quarterly, annual) and KPI goals for Manufacturers rep and distributors based on Regional Sales objectives
  • Schedule a regular cadence of technical training for manufacturer rep companies
  • Develop, facilitate and drive relationships at all levels between QCOM and regional channel partners
  • Establish regional Demand Creation Revenue and Design Win goals with the Distribution Sales Manager.
  • Manage DSM activities to meet or exceed Disti KPIs
  • Establish and manage FAE priorities within the Reap and Disti account base.
  • Drive overall Demand Creation initiatives with regional channel assets, including actively managing top funnel opportunities through to revenue
  • Participate with global channel and regional management team with regular opportunity funnel reviews with regional assets, both manufacturers reps and regional distribution team and present info to QCOM Regional Sales and BU teams
  • Facilitate movement of customers from Channel to Direct and from Direct to channel at the request of QCOM Regional Sales (1x-2x per year)
  • Work closely with regional sales team to support their direct customers that want to use Distribution for fulfillment
  • Couple all the above activity with the focus to grow and exceed Qualcomm's business goals and relevance within the target markets customer base overall.
  • Minimum Qualifications

  • Bachelor’s degree
  • 10+ years of experience in Sales, business development and / or marketing related business experience at consistently more senior levels, preferably with a distributor
  • Preferred Qualifications

  • Master’s degree in business or technology preferred
  • 5+ years of industry experience in the networking / connected devices markets.
  • Experience execute against both short-term deliverables and long-term strategic initiatives
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