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Responsibilities
The Commercial Channel Manager will have had extensive experience in developing relationships at large, complex organizations globally. She or he will have managed sales targets and goals. The understanding of technically complex products and experience on how to position these to a broad audience are critical.
5+ years of sales, product management or business development of complex technology products in compute businesses with knowledge of key dynamics of Channel sales processes & market segments
Strategic channel account management expertise, the ability to manage change and the desire to operate effectively across organizations and customers
Ability to manage & influence internal & external sales organizations
Strong understanding of how Commercial Channel partners operate and sell
Ability to identify strategic opportunities and proactively engage in pre-sales activity
Strong technical understanding and hands-on experience in PC technology, including new technology adoption
Experience in negotiating and managing MDF Programs
Ability to communicate, educate and evangelize both internally and externally
Good communication and interpersonal skills
Creative problem solving with strong analytical skills
Strategic mindset resulting in short-term quota retirement & long-term sustainable growth
Self-motivated and result-driven
Minimum Qualifications
Bachelor’s degree in engineering, technology or related business field
8+ years in B2B channel sales, business development, product management or related work experience
2+ years in a people leadership role
Preferred Qualifications
Master’s degree in business or technology preferred
15+ years in product marketing, sales, or product management in the PC B2B channel.
Unique roles and responsibilities
Develop and execute Sales, Marketing and Enablement GTM plans at key Commercial Reseller(s) & Distributor(s) in Australia/New Zealand
Support and Manage key Partner Business Manager relationship as well as any MDF-funded sales support team members at Partner(s)
Work effectively with OEM CAM’s (Channel Account Managers) inside key partner(s)
Provide sales and training support for Compute Products as needed
Sales and Sales support
Drive to meet and exceed Sales targets and help manage reporting Sales Out from each channel partner
Regularly Connect with Key segment Sales leadership and provide updates
Support and engage MDF Funded Resources inside each partner
Pass Enterprise sales opportunities to internal Sales support leadership
Training and enablement
Develop quarterly training plan and manage execution for Technical, Sales leadership and Sellers training and enablement
Promote and manage SPIFF, incentives, and offers for Sellers to influence behaviors
Track and report on sales & training metrics each quarter
Marketing and Events
Develop and plan GTM investment strategies in collaboration with Australia/New Zealand marketing & FAE teams.
Help develop key message and Manage Snapdragon Brand Portal for each partner with updates quarterly and with key product launches
Track and report on Event and marketing campaign results and metrics
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.
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