Account Manager - Field Sales IIoT

Qualcomm-posted 3 months ago
$142,200 - $216,000/Yr
Remote • Santa Clara, CA
5,001-10,000 employees
Computer and Electronic Product Manufacturing
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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.
  • Understand and articulate Qualcomm's overall product line-up and roadmap, as well as the products offered by competitors.
  • 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.
  • 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.
  • 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.
  • 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 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.
  • Competitive annual discretionary bonus program.
  • Opportunity for annual RSU grants.
  • Highly competitive benefits package designed to support success at work, at home, and at play.
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