Director Sales EMEA

vor 3 Wochen

Munich, Deutschland Nutanix Vollzeit
Company:

QualcommGermany GmbH

JobArea:

Sales, Business Development& Marketing Group, Sales, Business Development & MarketingGroup > Sales - Sales IncentivePlan

GeneralSummary:

The Director/Mgr Staff Saleswill be responsible for managing and growing revenue with largestrategic accounts (primarily Automotive OEMs, Tier-1 Leaders).This person will work in EMEA reporting to the EMEA AutomotiveOperations organization and be responsible for creating thestrategy and execution for driving the sale of Qualcomm productsinto the EMEA Automotive market. The successful candidate will bean energetic, motivated, and proven sales leader who will helpdrive continued success for the rapidly growing AutomotiveBusiness. The Sales Director/Mgr Staff will manage the customerecosystem end-to-end for the EMEA region, and in closecollaboration with the Regional teams and Auto BU, will develop andown the Automotive strategy for some of the largest and moststrategic customers in Europe, including Auto OEMs and Tier-1s. Inaddition, he/she will be responsible for promoting the Company’sAutomotive product portfolio, developing, and leading the salesteam’s activities to consistently exceed design win (revenue)targets.

KeyAccountabilities:

  • Own theoverall customer, including developing and managing relationshipsacross the technical and commercial groups, from working levelthrough C-level.
  • Maintain a deep and dynamicunderstanding of the customer’s business and technical objectives,strategies, and capabilities, and ensure ongoing alignment with theCompany’s Automotive roadmap and businessobjectives.
  • Sell-in to secure design winsacross the entire digital chassis - Telematics, Connectivity,Cellular V2X, IVI/cockpit, ADAS/Autonomy,Car-to-Cloud.
  • Incubate new business/revenueopportunities in conjunction with Regional teams and Auto BU,including generating business cases & proposals foraccount-specific collaborations andinvestments.
  • Strategic Account managementworking closely with Regional teams and Automotive BU (productmanagement, product marketing, program management, customerengineering, development engineering, etc.), ensure that customerneeds at all phases of program, from concept development to RFx tocommercial deployment (SOP) and beyond areaddressed.
  • Work closely with broader CompanyCorporate support organization (Legal, Contracts, Sales Operations,Customer Service), to support all aspects of customer businesscycle: NDAs, License agreements, Salesforce, Development tools,Customer support & issue resolution, Forecasting, Pricingstrategy, Customer service, Production and EOLmanagement.
  • Drive and lead the regional salesteam’s overall pipeline, monthly forecasts, quarterly and annualaccount reviews.
  • Ability to travel domesticallyand potentially internationally to meet customer/accountobjectives.

Year OneCritical SuccessFactors:

  • Earn the respect ofthe executive team, sales organization, andcustomers.
  • Collaborate with the EMEA Regionalteams, BU and other QC Regions.
  • Maximizeopportunity to build an Automotive sales team by effectivelyutilizing needs to leverage and position the organization forgrowth.
  • Effectively ramp up marketunderstanding, segmentation, andquantification.
  • Define sales processes andmetrics that monitor strategic account opportunities, salespipeline, and predictableforecasts.

CandidateProfile:

The candidate will bringexperience in managing the end-to-end Automotive ecosystem and willhelp develop and shape the Automotive sales strategy for the keycustomers. The candidate will have experience with a majorautomotive and/or semiconductor company in developing Tier-1relationships at large, complex OEM organizations globally. She orhe will have managed sales targets and goals. Deep experience inselling components to Tier-1 or OEM customers and the understandingof the complexity of the automotive industries are required. Theunderstanding of technically complex products and experience on howto position these to a broad audience are critical. The individualwill possess a hands-on, performance-driven, focused leadershipattitude, outstanding communication skills and proven success as astrong collaborator who is capable of building and managing strongworking relationships across organizationalboundaries.

Experience/SkillsRequired:

  • Five (5) or moreyears of experience in Business Development, Sales, ProductManagement or related experience, including ADAS/Autonomydomains.
  • Three (3) or more years in aleadership role.
  • Ten (10) years of experiencewithin the automotive industry, with direct experience inTelematics and/or In-vehicle Infotainment (IVI)/DigitalCockpit.
  • Demonstrated productconceptualization, commercial and long-term partnershipexperience.
  • Demonstrated experience in buildingjoint vision and strategy with customer up to C-level with keyecosystem partners including automakers and Tier-1s acrossEMEA.
  • Ideally, work experience at an Auto Tier1 or OEM coupled with semiconductorexperience.

PreferredQualifications:

  • Five (5) ormore years of sales and sales leadership experience in a technicalenvironment working with advanced, complexsolutions.
  • Intensive understanding and insightinto Automotive OEM and Tier-1networks.

CoreCompetencies:

  • Technicalleadership: Leverages technical, professional, and domain-specificknowledge in software product management to achieve strategic andmulti-faceted results.
  • Building CollaborativeRelationships: Serves as a role model for building connectionsacross the company.
  • Team Leadership:Identifies, develops, and retains talented individuals; creates aninclusive environment.
  • Communication: Inspirestrust through transparency; adapts style to audience andsituations.
  • Creativity & Innovation:Inspires a creative culture that anticipates change and seeks outnew ideas.
  • Decision Making: Considersenterprise-wide implications and strategic alignment when makingdecisions.
  • Results Orientation: Buildscommitment and enthusiasm to meet deadlines and achieve regionalgoals.
  • Strategic Leadership: Developsstrategies that reflect an enterprisewide perspective while drivingcompetitiveadvantage.

Education:

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