Sales, Business Development & Marketing Group, Sales, Business Development & Marketing Group > Sales - ACIP
Now more than ever Qualcomm’s technology plays an important role in connecting companies, employees, and students and teachers. The North America Commercial Channel Manager is a new position and will be responsible for building out a new capability for the company. This position will be responsible for executing our worldwide commercial channel strategy in North America. With a strong emphasis on the compute category, the Commercial Channel Manager will serve as an important liaison between the business units, OEMs, local channel partners, and the field sales teams. The Commercial Channel Manager will take the lead on implementing the Compute Commercial Channel Strategy in North America and will coordinate the efforts with the local channel sales leads responsible for prioritized reseller and distributor accounts, including carrier channels.
The Commercial Channel Manager will also support forecasting and sell through activities with channel partners, working cross functionally within Qualcomm to build coordinated campaigns that include marketing, training, sales, and partnerships, and support building out our North America commercial channel team. While initially focused on our Snapdragon Compute products, this role will expand to include XR, IoT, and Network products.
General Duties and Responsibilities:
Execution of our Commercial and Education Channel strategy and go-to-market in North America.
Partnering with our OEMs regional teams to help launch products with ISVs and distributors.
Collecting closed-loop data to measure the impact of channel investments
Identifying, building, and maintaining relationships with strategic channel partners across North America to help grow our Compute business in commercial and education segments.
Executing sales campaigns with our channel partners that drive significant market share gains in the market.
Support the growth of the North America commercial channel team.
Gathers and/or generates requirements (e.g., schedule and resource forecasting, stakeholder identification, method and frequency of communication, scope, milestones, prioritization) within a cross-functional team to respond to Channel RFP responses that are both large and complex.
Partnering cross functionally with channel marketing
Manages channel and partner performance within the reseller and distributor channels
Establishes key performance metrics and manages team to ensure success when metrics deviate from Plan of Record.
Works within a cross-functional team to identify solutions and requirements that increase revenue realization.
Promotes strategic vision and objectives within the team, ensures KPI and quota objectives are met or exceeded, presents campaign vision to management, and gains buy-in from stakeholders.
Communicates to senior stakeholders and keeps an independent opinion; communicates with internal and external stakeholders about issue resolution through schedules, trackers, and campaign status updates.
Forecasts, identifies, and secures needed internal and/or external resources and ensures cross-functional team alignment.
Assists in the development, piloting, and training of new tools/methods used for global tracking.
Pending ongoing COVID guidelines, travel expectations will be approximately 40-50%
Bachelor's degree or equivalent
10+ years in commercial, public sector and/or education personal systems sales or channel management
12+ years in commercial, public sector and/or education personal systems sales or channel management
5+ years’ experience specifically with K-12 education technology channel sales
Significant channel sales experience among personal systems technology, working and a proven track record of working with channel partners to grow their sales in new business segments
Working knowledge of the Compute technology ecosystem and partners
Deep knowledge and experience in building financial models that create win-win situations for Qualcomm, our customers, and our channel partners
Ability to successfully navigate inherent challenges/obstacles of new product adoption, and demonstrated experience in selling new or nascent technology/devices through channel partners
Ability to communicate, educate and evangelize both internally & externally
Excellent communication and interpersonal skills
Creative problem solving with strong analytical skills
A challenger mindset is a strong plus
In addition to experience, the successful candidate will have demonstrated competencies in the following areas:
Analytical Skills: The ability to collect information and identify fundamental patterns/trends in data. This includes the ability to gather, integrate, and interpret information from several sources.
Building Trusting Relationships: The ability to build trusting, collaborative relationships, and rapport with different types of people and businesses. This includes delivering on commitments and maintaining confidential information, as well as being approachable, showing interest in the other person, and relating well to people regardless of personality or background.
Communication: The ability to convey information clearly and accurately, as well as choosing the most effective method of delivery (e.g., email, phone, face-to-face). This includes using a technically sound communication style both verbally and in writing.
Creating the New and Different: The ability to be creative. This includes the ability to produce breakthrough ideas, being a visionary, managing innovation, seeing multiple futures, having broad interests and knowledge, and gaining support to translate new ideas into solutions. This also includes the ability to plan and implement unconventional ideas and speculate about alternative futures without all the data.
Decision Making: The ability to make quick, accurate decisions. This includes the ability to weigh alternatives and consider the impact of the decisions on people, equipment, or other resources.
Getting Work Done: The ability to be organized, resourceful, and planful. This includes the ability to leverage multiple resources to get things done and lay out tasks in sufficient detail. This also includes the ability to get things done with fewer resources and in less time, work on multiple tasks at once without losing track, and foresee and plan around obstacles.
Technical Knowledge: Knowledge of program management methodology (e.g., planning, scheduling, tracking, execution). This includes the ability to effectively use program management tools to carry out the program management function.
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If you would like more information about this role, please contact Qualcomm Careers.