Channel Sales Manager
Qualcomm Atheros Inc
Qualcomm Atheros at http://www.qualcomm.com/about/businesses/qca
+ Overall Channel Sales owner of the broader tier 2/3 customers serviced by Manufacturers Reps and for the Eastern North American region:
+ Including identifying new Channel partners as needed to help grow the business in the territory
+ 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 Manufacturers rep and distributors based on Regional Sales objectives
+ Develop, facilitate and drive relationships at all levels between QCOM and regional channel partners
+ Drive overall Demand Creation initiatives with regional channel assets, including actively managing top funnel opportunities through to revenue
+ Work closely with regional FAEs to prioritize key pre-sales and post-sales support for priority design wins
+ Participate with global channel and regional management team with regular opportunity funnel reviews with regional assets, both manufacturers reps and regional distribution team and present info to QCOM Regional Sales and BU teams
+ Establish a regular cadence of product training for Manufacturer reps and key channel branches.
+ Support regional and corporate events for channel partners
+ Participate in Arrow ACT to identify pertinent class topics and support the Manufacturers showcase.
+ Identify and support key regional events that will show a reasonable ROI back to Qualcomm
+ Establish a regular cadence of territory travel to identify new opportunities, drive programs for key customers, facilitate regular Rep QBRs and train disti branches.
+ Drive increased mindshare & become the supplier of choice with manufacturers reps and distributors sales teams in appropriate regions so they effectively position QCOMs portfolio of products for every customer opportunity
+ Includes opportunity qualification, joint sales calls with local channel resources on key opportunities, solution positioning and proposal with channel partners
+ Facilitate movement of customers from Distribution to Direct and from Direct to Distribution at the request of QCOM Regional Sales (twice a year)
+ Work closely with regional sales team to support their direct customers that want to use Distribution for fulfillment
+ Align regional forecast from distributors with QCOM operations teams to ensure smooth order flow, inventory alignment and product fulfillment
+ Work with regional sales team and distributors to align and properly forecast fulfillment business going through distribution
+ Align and manage overall Qualcomm portfolio for Qualcomm channel sales.
+ Define appropriate Qualcomm product that can be sold through the channel
+ Define marketing support needs, technical support needs, monitor effectiveness and provide and manage needed change to drive channel growth
+ Coordinate between internal product lines and Qualcomm Channel to introduce new products and align both sides on go-to-market strategy/requirements for successful launch with reps and distributors
+ Coordinate together with the QCOM corporate distribution team for regional marketing & promotional plans
+ Develop and implement best practices and processes for channel growth within QCOM
+ Provide local/branch level sales training on key segment solutions and product portfolio.
+ Coordinate all customer pricing with BU as needed to ensure competitive pricing to facilitate design wins
All Qualcomm employees are expected to actively support diversity on their teams, and in the Company.
+ 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, wireless and connected devices markets.
+ Project Management skills
+ Strong channel management experience in semiconductor industry
+ 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
BS or BA in marketing, business or technical field, MBA or MSEE a plus
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.
Who is Qualcomm, and what do we do? 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—invent mobile technology breakthroughs.