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

The IIoT (Industrial IoT) field sales manager for North America is responsible for growing Qualcomm revenue in specific 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 the 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 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, coordinating meeting agenda, participants, key messaging, value proposition, capturing notes, and following up after meetings.
• Understand and articulate Qualcomm’s overall product line‑up and roadmap, as well as competitor products. Position Qualcomm products effectively against competition and provide customer feedback to internal product lines and engineering teams.
• Use knowledge of competitor position and customer requirements to shape 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; promote adoption of Qualcomm products for synergistic applications and help customers explore new market areas.
• 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 gaps with internal product line and engineering teams.
• Track programs by application, status, actions, and owners for easy reference by management and team members, and prioritize engagements to guide internal teams on focus areas.
• 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.

• 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 North American industrial accounts.
• Strong technical understanding of semiconductor products and applications, wireless connectivity markets, or a proven track record of learning technical product line‑ups.
• Excellent communication, negotiation, and interpersonal skills.
• Demonstrated leadership skills with internal teams and customers, and 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…