• Job Description

  Req#: 3050856

  
  Company:

  Qualcomm Technologies, Inc.

  Job Area:

  Sales, Business Development & Marketing Group, Sales, Business Development & Marketing Group > Sales - ACIP

  General Summary:

  COMPANY BACKGROUND

  Qualcomm is the world’s leading wireless technology innovator and the driving force behind the development, launch, and expansion of 5G. When the phone connected to the internet, the mobile revolution was born. Today, the company’s foundational technologies enable the mobile ecosystem and are found in every 3G, 4G and 5G smartphone. Qualcomm brings the benefits of mobile to new industries, including automotive, the internet of things, and computing, and is leading the way to a world where everything and everyone can communicate and interact seamlessly. From network equipment and broadband gateway equipment to consumer electronic devices, Qualcomm helps billions of people around the world connect, compute and communicate.

  The semiconductor industry has been investing heavily in the automotive segment for the past several years and rightfully so. According to Intel’s forecast presented at IAA Mobility, the value of the automotive bill of materials (BOM) will increase as a percentage of the car from 4% today to more than 20% in 2030. That amounts to an increase to $115 billion in less than a decade. There are few individual segments growing at such a rapid rate. We tend to think about this growth because of the electrification and autonomous control of vehicles, but as Qualcomm’s CEO Cristiano Amon pointed out in his keynote at IAA Mobility, it is due to much more.

  Qualcomm has forecasted that 5G will enable $13.1 trillion in global sales across all industries. Qualcomm is trying to enable these opportunities in the automotive industry in the same way it did mobile devices, by working with companies throughout the ecosystem to create open platforms. Qualcomm indicates that it is working with 23 of the top 26 major automakers of the top OEMs and many of the tier one suppliers, to ensure that they are enabling everyone in the ecosystem. While Qualcomm is still the newcomer to the command-and-control solutions, they are the incumbent in the communications and the emerging powerhouse in infotainment. So, it’s clear that the company is leveraging its 5G leadership to drive the automotive transformation through the next period of the digital age.

  On October 4, 2021, Qualcomm acquired Veoneer, Inc. (NYSE: VNE), a worldwide leader in automotive technology. This provides Qualcomm with a great opportunity to complete the Digital Chassis where in addition to telematics and IVI, the company is now very strong on ADAS and are completing it with their Car to Cloud platform.

  SCOPE AND RESPONSIBILITIES

  The VP, Automotive Sales North America will be responsible for managing and growing revenue with large strategic accounts (primarily Automotive Tier-1 Leaders and OEMs). This person will work closely around the world and be responsible for creating the strategy and execution for driving the sale of Qualcomm products into the Automotive sector.

  The successful candidate will be an energetic, motivated, and proven sales leader who will help drive continued success for the rapidly growing Automotive Business Unit (BU). The VP Automotive Sales will manage the Automotive ecosystem end-to-end for the North America region, and in close collaboration with the BU, will develop and own the Automotive strategy for some of the largest and most strategic customers in the region, including Auto OEMs and Tier-1s. In addition, he/she will be responsible for promoting the entirety of 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 CEO
  • 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, IVI, ADAS/Autonomy, Connectivity, Cellular V2X, Car-to-Cloud
  • Incubate new business/revenue opportunities in conjunction with Automotive BU, including generating business cases & proposals for account-specific collaborations and investments
  • Strategic Account management working closely with extended 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 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 potentially internationally to meet customer/account objectives

  YEAR ONE CRITICAL SUCCESS FACTORS

  • Earn the respect of the executive team, sales organization and customers (prioritizing Tier-1s and OEMs across North America). Build strategic partnerships with the big North American OEMs (GM, Ford, Chrysler), own c-level relationships and to secure alignment with QC Digital Chassis strategy to go beyond transactional design win discussions.

  • Collaborate with the BU and other QC Regions (since Tier 1s are all over the globe).

  • 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 VP, Automotive Sales North America will be an energetic, motivated and proven sales leader who will drive continued success for the rapidly growing Automotive BU at Qualcomm. The executive will bring extensive experience in managing the end-to-end Automotive ecosystem in close collaboration with the BU and will help develop and shape the Automotive sales strategy for the key customers. The executive 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 industry 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 communications skills and proven success as a strong collaborator who is capable of building and managing strong working relationships across organizational boundaries.

  EXPERIENCE/SKILLS REQUIRED

  • Fifteen (15) or more years of experience in Business Development, Sales, Product Management or related experience, including ADAS/Autonomy domains
  • Five (5) or more years in a leadership role
  • Fifteen (15) 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 CEO level with key ecosystem partners including automakers and Tier-1s across NA
  • Ideally, work experience at an Auto Tier 1 or OEM coupled with semiconductor experience

  EDUCATION

  Bachelor's degree in Engineering, Information Systems, Computer Science, Business, Humanities or related field. Master’s degree in business or technology preferred.

  Preferred Qualifications

  • Twenty (20) or more years of sales and sales leadership experience in a technical environment working with advanced, complex solutions

  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.

  • : 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 enterprise-wide perspective while driving competitive advantage and producing value; takes calculated risk to impact potential return.

  Although this role has some expected minor physical activity, this should not deter otherwise qualified applicants from applying. If you are an individual with a physical or mental disability and need an accommodation during the application/hiring process, please call Qualcomm’s toll-free number found here for assistance. Qualcomm will provide reasonable accommodations, upon request, to support individuals with disabilities as part of our ongoing efforts to create an accessible workplace.

  Qualcomm is an equal opportunity employer and supports workforce diversity.

  To all Staffing and Recruiting Agencies: Our Careers Site is only for individuals seeking a job at Qualcomm. Staffing and recruiting agencies and individuals being represented by an agency are not authorized to use this site or to submit profiles, applications or resumes, and any such submissions will be considered unsolicited. Qualcomm does not accept unsolicited resumes or applications from agencies. Please do not forward resumes to our jobs alias, Qualcomm employees or any other company location. Qualcomm is not responsible for any fees related to unsolicited resumes/applications.

  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.

  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.

  Pay range:

  $263,000.00 - $394,500.00

  The above pay scale reflects the broad, minimum to maximum, pay scale for this job code for the location for which it has been posted. Even more importantly, please note that salary is only one component of total compensation at Qualcomm. We also offer a competitive annual discretionary bonus program and opportunity for annual RSU grants (employees on sales-incentive plans are not eligible for our annual bonus). In addition, our highly competitive benefits package is designed to support your success at work, at home, and at play. Your recruiter will be happy to discuss all that Qualcomm has to offer!

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

• About the company

  Qualcomm is an American public multinational corporation headquartered in San Diego, California, and incorporated in Delaware.

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