IE-IoT Field Sales Senior Account Manager

Company

Qualcomm Technologies, Inc.

Sales, Business Development & Marketing Group, Sales, Business Development & Marketing Group >
Sales - Sales Incentive Plan

The IE-IoT Senior Account 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 IE‑IoT Senior Account 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.
• Coordinate activity with manufacturer reps, when applicable.
• 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, either working with product line representatives or on a stand‑alone basis. This includes coordinating the meeting agenda and participants, key messaging, value proposition and objectives, capturing notes, defining and driving key actions from the meeting, and 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. Position Qualcomm products effectively against competition and provide customer feedback to internal product lines and engineering teams.
• Use knowledge of competitor positions and 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. Promote a corresponding Qualcomm product that best meets the customers’ needs and encourage the customers to adopt Qualcomm products for applications that are synergistic with their key markets.
• 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, prioritizing the engagements and guiding Qualcomm’s 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 a technical field; MBA or MSEE is 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 a proven track record of learning and understanding technical product line‑ups.
• Excellent communication, negotiation, and interpersonal skills.
• Demonstrated leadership skills with internal teams and…