Industrial IoT Field Sales Manager

Company: Qualcomm Technologies, Inc. Job Area: Sales, Business Development & Marketing Group, Sales, Business Development & Marketing Group > Sales - Sales Incentive Plan General Summary: 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 with an emphasis on industrial connectivity. The IIoT Field Sales Manager is ultimately the Qualcomm customer lead for his/her named accounts. The responsibilities of this job include the following: • 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. • 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. Desired Skills and Qualifications: • 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 execute both short-term deliverables and long-term strategic initiatives • Ability to work independently and as part of a team. • Strong problem-solving skills and the ability to think strategically. • Experience with CRM software and sales analytics tools. 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. Qualcomm is an equal opportunity employer. If you are an individual with a disability and need an accommodation during the application/hiring process, rest assured that Qualcomm is committed to providing an accessible process. You may e-mail disability-accomodations@qualcomm.com or call Qualcomm's toll-free number found here. Upon request, Qualcomm will provide reasonable accommodations to support individuals with disabilities to be able participate in the hiring process. Qualcomm is also committed to making our workplace accessible for individuals with disabilities. (Keep in mind that this email address is used to provide reasonable accommodations for individuals with disabilities. We will not respond here to requests for updates on applications or resume inquiries). To all Staffing and Recruiting Agencies: Our Careers Site is only for individuals seeking a job at Qualcomm. Staffing and recruiting agencies and individuals being represented by an agency are not authorized to use this site or to submit profiles, applications or resumes, and any such submissions will be considered unsolicited. Qualcomm does not accept unsolicited resumes or applications from agencies. Please do not forward resumes to our jobs alias, Qualcomm employees or any other company location. Qualcomm is not responsible for any fees related to unsolicited resumes/applications. EEO Employer: Qualcomm is an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, Veteran status, or any other protected classification. Qualcomm expects its employees to abide by all applicable policies and procedures, including but not limited to security and other requirements regarding protection of Company confidential information and other confidential and/or proprietary information, to the extent those requirements are permissible under applicable law. Pay range and Other Compensation & Benefits: $198,000.00 - $297,000.00 The above pay scale reflects the broad, minimum to maximum, pay scale for this job code for the location for which it has been posted. Even more importantly, please note that salary is only one component of total compensation at Qualcomm. We also offer a competitive annual discretionary bonus program and opportunity for annual RSU grants (employees on sales-incentive plans are not eligible for our annual bonus). In addition, our highly competitive benefits package is designed to support your success at work, at home, and at play. Your recruiter will be happy to discuss all that Qualcomm has to offer – and you can review more details about our US benefits at this link. If you would like more information about this role, please contact Qualcomm Careers.