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Qualcomm Distributor Sales Manager in Boston, Massachusetts


Qualcomm Atheros, Inc.

Job Area:

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

General Summary:

Qualcomm is seeking an experienced marketing, business development or sales professional to serve in the role as Distributor Sales Manager supporting our distributor, Arrow Electronics, located in the Northeast and Eastern Canada regions and, preferably, based in Boston.

In this role you will:

  • Be part of the team leading sales and new business opportunities for the world of connected IOT and other accelerating markets for Qualcomm.

  • Overall Channel Sales owner of the broader tier 2/3 customers serviced by distribution for the Northeast and Eastern Canada regions:

  • Work with internal business units to identify region strategic objectives for the region and facilitate/drive these objectives with all channel partners.

  • Establish, track, and drive revenue (quarterly, annual) and KPI goals for distributors based on Regional Sales objectives

  • Schedule a regular cadence of technical training for Distributor Branches in your assigned territory.

  • Develop, facilitate and drive relationships at all levels between QCOM and regional channel partners

  • Establish regional Demand Creation Revenue and Design Win goals with the Regional Sales Manager.

  • Manage activities to meet or exceed Disti KPIs

  • Establish and manage FAE priorities within the Distributor account base.

  • Drive overall Demand Creation initiatives with regional channel assets, including actively managing top funnel opportunities through to revenue

  • Work closely with regional sales team to support their direct customers that want to use Distribution for fulfillment

  • Use comprehensive understanding of Qualcomm portfolio and technology to drive new demand creation and technology partnerships with customer.

  • Be responsible for identifying new customers and business opportunities within the distributor account base and expanding upon current ones to increase revenues at emerging and key accounts by evangelizing use cases in IOT for unlicensed section solutions and AI/ML.

  • Work closely with key stakeholders, executives, and cross-functional teams to facilitate and gain support for long term plans based on achievement of business and financial goals and milestones.

  • Manage the customer design business cycle from cradle to grave; NDAs, License agreements, Salesforce, Development tools, Customer support and issue resolution, Forecasting, Pricing strategy, Customer service, Production and EOL management.

  • Maintain sales pipeline, provide monthly forecasts, and support internal operational and financial planning processes.

  • A successful individual representing Qualcomm in this role will deliver upon the following responsibilities and goals:

  • Develop and drive relationships with decision makers all the way to the C-level in key areas such as marketing, engineering, purchasing and operations, and be able to interact effectively with individuals ranging from top to bottom within the customers hierarchy.

  • Build a high level of customer intimacy by being present regularly with the customer and work to drive continued relevance and leadership for Qualcomm at focus accounts.

  • Manage key logistical elements with the customer base, including pipeline tracking, quoting, supply management, forecasting, & contractual negotiations.

  • Create, edit, and deliver technical product presentations, define engagement plans and demonstrations at customer sites and trade events, either working with product line representatives or on a stand-alone basis to present the material. This will include coordinating the meeting agenda, key messaging, value proposition and objectives, participants from both Qualcomm as well as the customer, capturing notes, defining and driving key actions from the meeting, as well as follow up after the meeting to assign action owners and coordinate responses.

  • Understand and be able to articulate Qualcomm's overall product line-up and roadmap, as well as the products being offered by our competition. The individual must be able to both position our products at the customer effectively vs. our competition as well as take customer inputs on QCOMs product line-up back to the factory for consideration by our internal product line and engineering teams.

  • Use knowledge of competitors position as well as the customers’ requirements to play an active role in shaping Qualcomm's product development for new applications, products, and product innovations.

  • Understand the key requirements from the customer in terms of functionality, features, cost and other performance metrics and promote a corresponding Qualcomm product that best fits the customers’ requirements. In addition to this, proactively push the customer to adopt Qualcomm products for applications that are synergistic with the customers key markets, and work to have the customer explore new market areas, even if the customer does not actively participate in those areas today.

  • Manage active program / design engagements to ensure that customer deliverables are being met, and where there are gaps, actively work with product line and/or engineering representatives to make sure those gaps are addressed.

Couple all the above activity with the focus to grow and exceed Qualcomm's business goals and relevance within the target markets customer base overall.

Minimum Qualifications

  • Bachelor's degree and 8+ years of sales, business development, product development or related work experience.


  • Associate's degree and 10+ years of sales, business development, product development or related work experience.


  • High school Diploma or equivalent and 12+ years of sales, business development, product development or related work experience.

Preferred Qualifications

  • Bachelor’s degree

  • Master’s degree in business or technology preferred.

  • 10+ years of experience in Sales, business development and/or marketing related business experience at consistently more senior levels, preferably with a distributor

  • 5+ years of industry experience in the networking/connected devices markets.

  • Experience executing against both short-term deliverables and long-term strategic initiatives

Although this role has some expected minor physical activity, this should not deter otherwise qualified applicants from applying. If you are an individual with a physical or mental disability and need an accommodation during the application/hiring process, please call Qualcomm’s toll-free number found here ( for assistance. Qualcomm will provide reasonable accommodations, upon request, to support individuals with disabilities as part of our ongoing efforts to create an accessible workplace.

Qualcomm is an equal opportunity employer and supports workforce diversity.

To all Staffing and Recruiting Agencies : Our Careers Site is only for individuals seeking a job at Qualcomm. Staffing and recruiting agencies and individuals being represented by an agency are not authorized to use this site or to submit profiles, applications or resumes, and any such submissions will be considered unsolicited. Qualcomm does not accept unsolicited resumes or applications from agencies. Please do not forward resumes to our jobs alias, Qualcomm employees or any other company location. Qualcomm is not responsible for any fees related to unsolicited resumes/applications.

EEO Employer: Qualcomm is an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, Veteran status, or any other protected classification.

Qualcomm expects its employees to abide by all applicable policies and procedures, including but not limited to security and other requirements regarding protection of Company confidential information and other confidential and/or proprietary information, to the extent those requirements are permissible under applicable law.

Pay range:

$136,000.00 - $204,000.00

The above pay scale reflects the broad, minimum to maximum, pay scale for this job code for the location for which it has been posted. Even more importantly, please note that salary is only one component of total compensation at Qualcomm. We also offer a competitive annual discretionary bonus program and opportunity for annual RSU grants (employees on sales-incentive plans are not eligible for our annual bonus). In addition, our highly competitive benefits package is designed to support your success at work, at home, and at play. Your recruiter will be happy to discuss all that Qualcomm has to offer!

If you would like more information about this role, please contact Qualcomm Careers ( .

EEO Employer: Qualcomm is an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, Veteran status, or any other protected classification