Job Description

Company:

Qualcomm Germany GmbH

Job Area:

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

General Summary:

SCOPE AND RESPONSIBILITIES

The Director/Mgr Staff Sales will be responsible for managing and growing revenue with large strategic accounts (primarily Automotive OEMs, Tier-1 Leaders). This person will work in EMEA reporting to the EMEA Automotive Operations organization and be responsible for creating the strategy and execution for driving the sale of Qualcomm products into the EMEA Automotive market. The successful candidate will be an energetic, motivated, and proven sales leader who will help drive continued success for the rapidly growing Automotive Business. The Sales Director/Mgr Staff will manage the customer ecosystem end-to-end for the EMEA region, and in close collaboration with the Regional teams and Auto BU, will develop and own the Automotive strategy for some of the largest and most strategic customers in Europe, including Auto OEMs and Tier-1s. In addition, he/she will be responsible for promoting the Company’s Automotive product portfolio, developing, and leading the sales team’s activities to consistently exceed design win (revenue) targets.

Strong existing relationships with key OEMs and Tier-1s will be highly desirable in the successful candidate. Key accountabilities include:

• Own the overall customer, including developing and managing relationships across the technical and commercial groups, from working level through C-level

• Maintain a deep and dynamic understanding of the customer’s business and technical objectives, strategies, and capabilities, and ensure ongoing alignment with the Company’s Automotive roadmap and business objectives

• Sell-in to secure design wins across the entire digital chassis - Telematics, Connectivity, Cellular V2X, IVI/cockpit, ADAS/Autonomy, , Car-to-Cloud

• Incubate new business/revenue opportunities in conjunction with Regional teams and Auto BU, including generating business cases & proposals for account-specific collaborations and investments

• Strategic Account management working closely with Regional teams and Automotive BU (product management, product marketing, program management, customer engineering, development engineering, etc.), ensure that customer needs at all phases of program, from concept development to RFx to commercial deployment (SOP) and beyond are addressed

• Work closely with broader Company Corporate support organization (Legal, Contracts, Sales Operations, Customer Service), to support all aspects of customer business cycle: NDAs, License agreements, Salesforce, Development tools, Customer support & issue resolution, Forecasting, Pricing strategy, Customer service, Production and EOL management

• Drive and lead the regional sales team’s overall pipeline, monthly forecasts, quarterly and annual account reviews

• Ability to travel domestic potentially internationally to meet customer/account objectives.

YEAR ONE CRITICAL SUCCESS FACTORS

• Earn the respect of the executive team, sales organization and customers

• Collaborate with the EMEA Regional teams, BU and other QC Regions

• Maximize opportunity to build an Automotive sales team by effectively utilizing needs to leverage and position the organization for growth. Drive a level of transparency and willingness to push outside of the comfort-zone.

• Effectively ramp up market understanding, segmentation, and quantification. Bring a data and analytical approach to the organization and demonstrate an ability to analyze the data for trends and course correct as needed.

• Define sales processes and metrics that monitor strategic account opportunities, sales pipeline, and predictable forecasts.

CANDIDATE PROFILE

The candidate will bring experience in managing the end-to-end Automotive ecosystem and will help develop and shape the Automotive sales strategy for the key customers. The candidate will have experience with a major automotive and/or semiconductor company in developing Tier-1 relationships at large, complex OEM organizations globally. She or he will have managed to sales targets and goals. Deep experience in selling components to Tier-1 or OEM customers and the understanding of the complexity of the automotive industries are required. The understanding of technically complex products and experience on how to position these to a broad audience are critical. The individual will possess a hands-on, performance-driven, focused leadership attitude, outstanding communication skills and proven success as a strong collaborator who is capable of building and managing strong working relationships across organizational boundaries.

EXPERIENCE/SKILLS REQUIRED

• Five (5) or more years of experience in Business Development, Sales, Product Management or related experience, including ADAS/Autonomy domains

• Three (3) or more years in a leadership role

• Ten (10) years of experience within the automotive industry, with direct experience in Telematics and/or In-vehicle Infotainment (IVI)/Digital Cockpit

• Demonstrated product conceptualization, commercial and long-term partnership experience

• Demonstrated experience in building joint vision and strategy with customer up to C-level with key ecosystem partners including automakers and Tier-1s across EMEA

• Ideally, work experience at an Auto Tier 1 or OEM coupled with semiconductor experience

PREFERRED QUALIFICATIONS

• Five (5) or more years of sales and sales leadership experience in a technical environment working with advanced, complex solutions

• Intensive understanding and insight into Automotive OEM and Tier-1 networks

CORE COMPETENCIES

• In addition to experience, the successful candidate will have demonstrated competencies in the following areas:

• Technical leadership: Leverages technical, professional, and domain-specific knowledge in software product management to achieve strategic and multi-faceted results, attract talent, translate complexity

• and to captivate stakeholders. This includes providing significant contributions to company and industry knowledge.

• Building Collaborative Relationships: Serves as a role model for building connections across the company. Facilitates the creation of lasting partnerships that foster collaboration and strategic initiatives.

• Team Leadership. Identifies, develops, and retains talented individuals; grows current and future leaders; creates an inclusive environment that ensures all individuals reach their highest potential, thereby allowing Qualcomm to meet future challenges.

• Communication: Inspires trust through transparency. Expertly adapts style to audience and situations to maximize understanding and impact. Communicates technical concepts simplistically.

• Creativity & Innovation: Inspires a creative culture that anticipates change, proactively considers the customer’s perspective, and constantly reinvents itself as it seeks out new ideas, products, and processes.

• Decision Making: Ability to focus on the key drivers of a decision and think through the down-stream consequences of various options. Considers enterprise-wide implications, strategic alignment, and the broader marketplace when making decisions. Decisions have significant financial impact, influence customer strategy, are always aligned with Qualcomm's Code of Business Conduct, and expand or change the broader strategic plan.

• Results Orientation. Builds commitment and enthusiasm to meet deadlines and achieve regional goals within the Company’s complex business operations. Inspires a culture of exceptional performance and ethical behavior to ensure that strategic focus areas are executed and deliver significant results for the Company.

• Strategic Leadership: Navigates high levels of complexity to develop strategies that reflect an enterprisewide perspective while driving competitive advantage and producing value; takes calculated risk to impact potential return.

EDUCATION

• Master’s degree in Engineering, Information Systems, Computer Science, Business, or related field.

*References to a particular number of years experience are for indicative purposes only. Applications from candidates with equivalent experience will be considered, provided that the candidate can demonstrate an ability to fulfill the principal duties of the role and possesses the required competencies.

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.

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

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