Account Manager – Field Sales IIoT

Company:Qualcomm Technologies, Inc.
Job Area:Sales, Business Development & Marketing Group, Sales, Business Development & Marketing Group >
Sales - Sales Incentive Plan
Overview

The IIoT (Industrial IoT) field sales 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 IIoT Field Sales 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.
• 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.
• 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 includes driving meeting agendas, key messaging, value proposition and objectives, capturing notes, defining and driving key actions, and coordinating follow-up with action owners.
• Understand and articulate Qualcomm’s product line-up and roadmap, as well as competitor products. Position Qualcomm effectively against competition and provide customer feedback to internal product lines and engineering teams.
• Use knowledge of competitors and customer requirements to shape Qualcomm’s product development for new applications, products and innovations.
• Identify new program opportunities at target customers and propose Qualcomm solutions that best fit their requirements. Promote Qualcomm products for synergistic applications and explore new market areas even if customers do not actively participate today.
• Influence specifications and RFP/RFQs to include Qualcomm-unique features.
• Develop business plans aligned with overall account plans and internal business unit leaders.
• Manage active program/design engagements to ensure customer deliverables are met and address gaps with internal product lines and engineering teams.
• Track programs by application, status, actions, and owners for easy management reference. Prioritize engagements and guide internal teams on where to focus.
• 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.

This is an office-based position that is eligible to work out of Santa Clara or San Diego locations.

• Bachelor's degree and 3+ years of sales, business development, product development or related work experience.
• OR Associate's degree and 5+ years of sales, business development, product development or related work experience.
• OR High school Diploma or equivalent and 7+ years of sales, business development, product development or related work experience.

• 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 ability to learn technical product line-ups
• Excellent communication, negotiation, and interpersonal skills
• Demonstrated leadership skills with internal teams and customers; strong project management
• Ability to develop and drive relationships with decision-makers at all levels within customer organizations
• Ability to execute both short-term deliverables and long-term strategic initiatives
• Ability to work independently and as part of a team
• Strong problem-solving…