Commercial Distribution Sales Manager

Company: Qualcomm Technologies International Ltd
Job Area: Sales, Business Development & Marketing Group, Sales, Business Development & Marketing Group >
Business Development

General

Summary:

The Commercial Channel Sales Manager will be responsible for managing and growing revenue with strategic Distribution channel partners in the UK. This person will work closely with colleagues around the world and be responsible for creating the Commercial strategy and execution for driving the sale of Qualcomm products into compute accounts in the UK market.

The successful candidate will build and manage relationships at all levels for UK Commercial Distribution Channel partners. They will interface with Go to Market planning, segment leadership, marketing, sales, and operation teams to promote and sell Snapdragon Compute products. This role requires extensive UK market, channel & OEM knowledge to drive region assortment and volume. Key responsibilities include introducing and enabling sell-out of Qualcomm’s compute portfolio of products through strategic Commercial Channel partners in collaboration with key OEMs.

Skills/Experience

The Commercial Channel Sales Manager will have extensive experience in developing relationships at large, complex organizations. They will have managed sales targets and goals. The understanding of technically complex products and experience on how to position these to a broad audience are critical.

• 5+ years of sales, product management or business development of complex technology products in compute businesses with knowledge of key dynamics of Channel sales processes & market segments
• Strategic channel account management expertise, the ability to manage change and the desire to operate effectively across organizations and customers
• Ability to manage & influence internal & external sales organizations
• Strong understanding of how Commercial Channel partners operate and sell
• Ability to identify strategic opportunities and proactively engage in pre-sales activity
• Strong technical understanding and hands-on experience in PC technology, including new technology adoption
• Experience in negotiating and managing MDF Programs
• Ability to communicate, educate and evangelize both internally and externally
• Good communication and interpersonal skills
• Creative problem solving with strong analytical skills
• Strategic mindset resulting in short-term quota retirement & long-term sustainable growth
• Self-motivated and result-driven

Minimum Qualifications

• Bachelor’s degree in engineering, technology or related business field
• 8+ years in B2B channel sales, business development, product management or related work experience
• 2+ years in a people leadership role

Preferred Qualifications

• Master’s degree in business or technology preferred
• 15+ years in product marketing, sales, or product management in the PC B2B channel.

Unique roles and responsibilities

• Develop and execute Sales, Marketing and Enablement GTM plans across key Distributors in the UK
• Support and Manage key Partner Business Manager relationship as well as any MDF-funded sales support team members at Partner(s)
• Work effectively with OEM CAMs (Channel Account Managers) inside key partner(s)
• Provide sales and training support for Compute Products as needed

Sales and Sales support

• Drive to meet and exceed Sales targets and help manage reporting Sales Out from each channel partner
• Regularly Connect with Key segment Sales leadership and provide updates
• Support and engage MDF Funded Resources inside each partner
• Funnel Enterprise sales opportunities to internal Sales support leadership

Training and enablement

• Develop quarterly training plan and manage execution for Technical, Sales leadership and Sellers training and enablement
• Promote and manage SPIFF, incentives, and offers for Sellers to influence behaviors
• Track and report on sales & training metrics each quarter

Marketing and Events

• Develop and plan GTM investment strategies in collaboration with UK marketing & channel sales teams.
• Help develop key message and Manage Snapdragon Brand Portal for each partner with updates quarterly and with key product launches
• Track and report on Event and marketing campaign results and metrics

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