Distribution Sales Manager (West)

Qualcomm•San Jose, CA

9d•$144,000 - $216,000•Onsite

About The Position

The Distribution Sales Manager (DSM) is responsible for growing Qualcomm revenue and design wins within mass-market accounts in the territory. The DSM partners with reps and distribution to identify and close new opportunities across a defined set of focus products driving annual growth. The territory is Americas West. Expected travel is 25-50% within your territory. This is an Office-Based position based out of our San Jose, CA office. This position is not eligible for Qualcomm immigration sponsorship.

Requirements

Bachelor's degree and 3+ years of sales, business development, product development, or related work experience.
Semiconductor sales experience partnering with distribution and manufacture’s reps.
Ability to manage a territory, thinking strategically and consistently meeting or exceeding goals.
Ability to develop and drive relationships with decision-makers at all levels within customer organizations.
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.
Excellent communication, negotiation, and interpersonal skills.
BS or BA in engineering, marketing, business, or other technical fields.
Proven sales experience, preferably in the semiconductor industry, supporting mass-market North America industrial accounts.
Strong technical understanding of semiconductor products and applications and/or wireless connectivity markets, with a proven track record of learning technical products quickly.
Demonstrated leadership with internal teams and customers and strong project management skills.

Responsibilities

Own regional strategy and execution of new business development for Dragonwing application processors and other focus products accelerating markets for Qualcomm in your territory.
Lead Reps and Distributors (channel) sales for mass market customers served focusing on demand creation sales.
Collaborate with key stakeholders, executives, and cross-functional teams to build and gain support for long-term plans tied to revenue and demand creation goals and milestones.
Lead demand creation and pipeline management tracking programs by application, status, actions, and owners; prioritize engagements; and guide internal teams on focus areas.
Develop and strengthen relationships at all levels between Qualcomm and regional channel and ecosystem partners.
Work closely with the regional sales team to support direct customers that use distribution for fulfillment.
Identify new customers and business opportunities within your region while expanding existing ones to grow revenue by evangelizing IoT use cases, unlicensed solutions, and AI/ML.
Develop sales strategies and build relationships with decision-makers at all levels within customer organizations, including C-level executives, across engineering, procurement, marketing, and operations.
Maintain the sales pipeline, provide monthly forecasts, and support internal operational and financial planning processes.
Manage key operational elements including pipeline tracking, quoting, supply management, forecasting, rebate management, and contractual negotiations.
Cultivate strong customer intimacy by engaging regularly and reinforcing Qualcomm relevance and leadership at focus accounts.
Support the territory with tactical tasks such as NDAs, license agreements, Salesforce, development tools, customer support and issue resolution, forecasting, pricing strategy, customer service, production, and EOL management.
Set and maintain a regular cadence of technical training for distributor branches and reps within the assigned territory in partnership with the Field Application Engineering (FAE) team.
Establish and manage distributor FAE priorities within the distributor account base in collaboration with the FAE team.
Create, edit, and deliver technical product presentations; define engagement plans; and conduct demonstrations at customer sites and trade events (independently or with product-line partners).
Plan and coordinate customer meetings (agenda, participants, messaging, value proposition, and objectives); capture notes; drive action items; assign owners; and follow up to coordinate responses.
Understand and articulate Qualcomm’s product lineup and roadmap, as well as competitor offerings; position Qualcomm effectively and provide customer feedback to product and engineering teams.
Use competitive and customer insights to help shape Qualcomm product direction for new applications and innovations.
Proactively encourage customers to adopt Qualcomm solutions in adjacent or new market areas aligned to their strategic markets.
Influence specifications and RFPs/RFQs to include features differentiated by Qualcomm.
Manage active program/design engagements to ensure customer deliverables are met and close gaps with internal product and engineering teams.
Consistently deliver results that meet or exceed Qualcomm business goals within the target market customer base.