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Qualcomm Eastern Regional Sales Manager (North Eastern U.S.) in Boxborough, Massachusetts

Company:Qualcomm Atheros, Inc.

Job Area:Sales, Business Development & Marketing Group, Sales, Business Development & Marketing Group > Sales - Sales Incentive Plan

Job Overview:

Qualcomm is a company of inventors that unlocked 5G ushering in an age of rapid acceleration in connectivity and new possibilities that will transform industries, create jobs, and enrich lives. But this is just the beginning. It takes inventive minds with diverse skills, backgrounds, and cultures to transform 5Gs potential into world-changing technologies and products. This is the Invention Age - and this is where you come in.

Qualcomm is a company of inventors that unlocked 5G ushering in an age of rapid acceleration in connectivity and new possibilities that will transform industries, create jobs, and enrich lives. But this is just the beginning. It takes inventive minds with diverse skills, backgrounds, and cultures to transform 5Gs potential into world-changing technologies and products. This is the Invention Age - and this is where you come in.

Qualcomm is seeking an experienced marketing, business development or sales professional to serve in the role as Sales Manager covering several key customers located on the Eastern North American Region. 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.

  • 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 and expanding upon current ones to increase revenues at emerging and key accounts by evangelizing use cases in IOT for both licensed spectrum and 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 relationship map for all key customers and facilitate relationships across Qualcomm resources mapped to the appropriate decision maker at the top customers.

  • 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.

  • Identify new program opportunities at target customers and work to propose Qualcomm solutions for each.

  • 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.

  • Develop a business plan that tracks to overall account plan and aligns with internal relevant BU leaders.

  • 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.

  • Track programs by application, status, actions, and owners for easy reference by management and other team members. Work to prioritize the engagements and provide guidance to Qualcomm's internal teams on which items to focus on most.

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.

Required:

  • 5+ years' experience with the following:

Sales, business development and/or marketing related business experience at consistently more senior levels, preferably in the networking/connected devices markets.

  • Project Management skills

Preferred:

  • Product management experience

  • Strong interpersonal & relationship building skills combined with excellent oral & written communication ability

  • Ability to execute against both short-term deliverables and long-term strategic initiatives

  • Strong technical understanding of connectivity market or proven track record to learn and understand technical product line-ups

  • Successful track record in a similar position

    Applicants: If you are an individual with a disability and need an accommodation during the application/hiring process, please call Qualcomm’s toll-free number found here (https://qualcomm.service-now.com/hrpublic?id=hr_public_article_view&sysparm_article=KB0039028) for assistance. Qualcomm will provide reasonable accommodations, upon request, to support individuals with disabilities to be able participate in the hiring process. Qualcomm is also committed to making our workplace accessible for individuals with disabilities. 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.

We are engineers, scientists and business strategists. We are from many different countries and speak many different languages. We come from diverse cultures and have unique perspectives. Together, we focus on a single goal—we invent breakthrough technologies that transform how the world connects, computes, and communicates.

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