Director Sales EMEA (m/f/d) - Qualcomm Germany

Qualcomm Germany GmbH

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

General Summary:

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.

Key Accountabilities:

• 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 domestically and 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.
• Effectively ramp up market understanding, segmentation, and quantification.
• 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 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:

• Technical leadership: Leverages technical, professional, and domain-specific knowledge in software product management to achieve strategic and multi-faceted results.
• Building Collaborative Relationships: Serves as a role model for building connections across the company.
• Team Leadership: Identifies, develops, and retains talented individuals; creates an inclusive environment.
• Communication: Inspires trust through transparency; adapts style to audience and situations.
• Creativity & Innovation: Inspires a creative culture that anticipates change and seeks out new ideas.
• Decision Making: Considers enterprise-wide implications and strategic alignment when making decisions.
• Results Orientation: Builds commitment and enthusiasm to meet deadlines and achieve regional goals.
• Strategic Leadership: Develops strategies that reflect an enterprisewide perspective while driving competitive advantage.

Education:

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