IE-IoT Field Sales Senior Account Manager

Sales, Business Development & Marketing Group, Sales, Business Development & Marketing Group > Sales - Sales Incentive Plan

The IE-IoT Senior Account Manager for North America is responsible for growing Qualcomm revenue in specific determined Industrial accounts. He/she will focus on and close new revenue-generating business opportunities for Qualcomm with a focused product set. The IE-IoT Senior Account Manager is ultimately the Qualcomm customer lead for his/her named accounts.

* Develop sales strategies and drive relationships with decision-makers at all levels within customer organizations, including C-level executives, in key areas such as engineering, procurement, marketing, and operations.

* Build relationship maps for all key customers and facilitate appropriate relationships across Qualcomm resources mapped to the appropriate decision-makers at top customers.

* Coordinate activity with manufacturer reps, when applicable

* Cultivate a high level of customer intimacy by presenting regularly with the customers and working to drive continued relevance and leadership for Qualcomm at focus accounts.

* This individual must be able to create, edit and deliver technical product presentations, define engagement plans and conduct demonstrations at customer sites and trade events, either working with product line representatives or on a stand-alone basis. This will include driving coordinating on the meeting agenda and participants, key messaging, value proposition and objectives, capturing notes, defining and driving key actions from the meeting, as well as following up after the meeting to assign action owners and coordinate responses.

* Understand and articulate Qualcomm's overall product line-up and roadmap, as well as the products offered by competitors. The individual must be able to position Qualcomm products effectively against competition and provide customer feedback to internal product lines 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 propose Qualcomm solutions that best fit their requirements. Understand the key requirements from the customers 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 customers to adopt Qualcomm products for applications that are synergistic with the customers' key markets, and work to have the customers explore new market areas, even if the customers do not actively participate in those areas today.

* Influence specifications and RFP/RFQs to include features unique to Qualcomm.

* Develop business plans that align with overall account plans and internal business unit leaders.

* Manage active program/design engagements to ensure customer deliverables are met and address any gaps with internal product line and engineering teams.

* Track programs by application, status, actions, and owners for easy reference by management and team members. Work to prioritize the engagements and provide guidance to Qualcomm's internal teams on which items to focus on most.

* Manage key logistical elements with the customer base, including pipeline tracking, quoting, supply management, forecasting, rebate management, and contractual negotiations.

* Focus on growing and exceeding Qualcomm's business goals and relevance within the target market's customer base.

* BS or BA in marketing, business or technical field, MBA or MSEE a plus

* Proven experience in sales, preferably in the semiconductor industry with major NA industrial accounts

* Strong technical understanding of semiconductor products and applications, wireless connectivity markets or proven track record to learn and understand technical product line-ups

* Excellent communication, negotiation, and interpersonal skills.

* Demonstrated leadership skills both with internal teams as well as with customers, strong project management skills

* Ability to develop and drive relationships with decision-makers at all levels within customer organizations.

* Ability to prioritize and manage in a highly dynamic and fluid environment.

* Ability to execute both short-term deliverables and long-term strategic initiatives

* Strong problem-solving skills and the ability to think strategically.

This role is U.S.-based, and is not eligible for visa sponsorship. This position can be based out of Qualcomm's Santa Clara or San Diego's office locations and is expected to comply with the company's onsite work policy.