Qualcomm

Distribution Sales Manager (West)

Qualcomm • $144K — $216K *
San Jose, CA 95123In-Person
Consumer Technology
Less than 5 years of experience
2 weeks ago
Job Overview by Ladders

Qualifications

  • Bachelor's degree with 3+ years of sales or business development experience.
  • Experience in semiconductor sales collaborating with distribution and manufacturer's representatives.
  • Ability to manage a territory strategically and meet sales goals.
  • Strong relationship-building skills with decision-makers at all organizational levels.
  • Experience with CRM software and sales analytics tools.
  • Excellent communication, negotiation, and interpersonal abilities.

Responsibilities

  • Own and execute business development strategies for Qualcomm's focus products.
  • Lead sales efforts with reps and distributors targeting mass market customers.
  • Collaborate with executives and teams to align on revenue and demand goals.
  • Manage demand creation, pipeline tracking, and internal focus areas.
  • Strengthen relationships with channel and ecosystem partners.
  • Identify and expand customer opportunities within the region.
  • Conduct technical training for distributor branches and provide product presentations.

Benefits

  • Competitive annual discretionary bonus program.
  • Opportunity for annual RSU grants (not applicable for sales-incentive employees).
  • Comprehensive benefits package designed for work-life balance.
  • Engagement in supportive company culture.
Full Job Description
General Summary:

The Distribution Sales Manager (DSM) is responsible for growing Qualcomm revenue and design wins within mass-market accounts in the territory. The DSM partners with reps and distribution to identify and close new opportunities across a defined set of focus products driving annual growth.

Territory is Americas West. Expected travel is 25-50% within your territory.

* This is an Office-Based position based out of our San Jose, CA office. *

** This position is not eligible for Qualcomm immigration sponsorship. **

Key Responsibilities Include:
  • Own regional strategy and execution of new business development for Dragonwing application processors and other focus products accelerating markets for Qualcomm in your territory.
  • Lead Reps and Distributors (channel) sales for mass market customers served focusing on demand creation sales
  • Collaborate with key stakeholders, executives, and cross-functional teams to build and gain support for long-term plans tied to revenue and demand creation goals and milestones.
  • Lead demand creation and pipeline management tracking programs by application, status, actions, and owners; prioritize engagements; and guide internal teams on focus areas.
  • Develop and strengthen relationships at all levels between Qualcomm and regional channel and ecosystem partners.
  • Work closely with the regional sales team to support direct customers that use distribution for fulfillment.
  • Identify new customers and business opportunities within your region while expanding existing ones to grow revenue by evangelizing IoT use cases, unlicensed solutions, and AI/ML.
  • Develop sales strategies and build relationships with decision-makers at all levels within customer organizations, including C-level executives, across engineering, procurement, marketing, and operations.
  • Maintain the sales pipeline, provide monthly forecasts, and support internal operational and financial planning processes.
  • Manage key operational elements including pipeline tracking, quoting, supply management, forecasting, rebate management, and contractual negotiations.
  • Cultivate strong customer intimacy by engaging regularly and reinforcing Qualcomm relevance and leadership at focus accounts.
  • Support the territory with tactical tasks such as NDAs, license agreements, Salesforce, development tools, customer support and issue resolution, forecasting, pricing strategy, customer service, production, and EOL management.
  • Set and maintain a regular cadence of technical training for distributor branches and reps within the assigned territory in partnership with the Field Application Engineering (FAE) team.
  • Establish and manage distributor FAE priorities within the distributor account base in collaboration with the FAE team.
  • Create, edit, and deliver technical product presentations; define engagement plans; and conduct demonstrations at customer sites and trade events (independently or with product-line partners).
  • Plan and coordinate customer meetings (agenda, participants, messaging, value proposition, and objectives); capture notes; drive action items; assign owners; and follow up to coordinate responses.
  • Understand and articulate Qualcomm's product lineup and roadmap, as well as competitor offerings; position Qualcomm effectively and provide customer feedback to product and engineering teams.
  • Use competitive and customer insights to help shape Qualcomm product direction for new applications and innovations.
  • Proactively encourage customers to adopt Qualcomm solutions in adjacent or new market areas aligned to their strategic markets.
  • Influence specifications and RFPs/RFQs to include features differentiated by Qualcomm.
  • Manage active program/design engagements to ensure customer deliverables are met and close gaps with internal product and engineering teams.
  • Consistently deliver results that meet or exceed Qualcomm business goals within the target market customer base.


Preferred Qualifications:
  • Bachelor's degree and 3+ years of sales, business development, product development, or related work experience.
  • Semiconductor sales experience partnering with distribution and manufacture's reps.
  • Ability to manage a territory, thinking strategically and consistently meeting or exceeding goals.
  • Ability to develop and drive relationships with decision-makers at all levels within customer organizations.
  • Ability to work independently and as part of a team.
  • Strong problem-solving skills and the ability to think strategically.
  • Experience with CRM software and sales analytics tools.
  • Excellent communication, negotiation, and interpersonal skills.


Highly Preferred Qualifications:
  • BS or BA in engineering, marketing, business, or other technical fields.
  • Proven sales experience, preferably in the semiconductor industry, supporting mass-market North America industrial accounts.
  • Strong technical understanding of semiconductor products and applications and/or wireless connectivity markets, with a proven track record of learning technical products quickly.
  • Demonstrated leadership with internal teams and customers and strong project management skills.


Pay range and Other Compensation & Benefits:
$144,000.00 - $216,000.00

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 - and you can review more details about our US benefits at this link.

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

About Qualcomm

Qualcomm Ventures is the investment arm of Qualcomm Incorporated. Founded in 2000, Qualcomm Ventures is a corporate venture capital fund with over 150 active portfolio companies and more than 20 exits over a billion dollars, including 99 Taxis, Cruise Automation, Fitbit, Invensense, NQ Mobile, Waze, and more. As a global investor, Qualcomm Ventures helps connect entrepreneurs to the resources, relationships, and deep industry expertise they need to succeed in the mobile technology ecosystem.

Qualcomm Careers

Joining Qualcomm offers more than just a job opportunity; it's a gateway to a career infused with innovation, leadership, and growth. As a pivotal leader in the world of wireless technology, Qualcomm stands at the forefront of digital communication advancements. Our team of professionals is dedicated to pushing the boundaries of what's possible, making this an ideal time to become part of our global community.

Work You’ll Do

At Qualcomm, you will collaborate with some of the brightest minds in the industry, engaging in work that transforms the way the world connects, computes, and communicates. Our diverse team is driven by a shared passion for creating path-breaking wireless technologies that empower mobile ecosystems worldwide.

Innovate and Grow

Embrace the opportunity to innovate alongside leaders in the field and contribute to projects that have a global impact. Qualcomm is committed to fostering a culture of innovation and continuous improvement, ensuring that every team member has the opportunity to make a significant impact.

Professional Growth and Development

Qualcomm is dedicated to the professional growth of its employees, offering unparalleled benefits, diverse career paths, and extensive training programs that encourage professional and personal development. Whether you're looking for leadership roles or specialized technical positions, Qualcomm provides the resources and support to help you drive your career forward.

Diversity and Inclusion

We believe that a diverse workforce fuels our innovation and reflects our commitment to making a positive impact. Qualcomm’s inclusive culture and diversity training programs are designed to promote an environment where all employees can thrive.

Internship Programs

Start your career with Qualcomm through our dynamic internship programs. These opportunities allow you to apply your skills in real-world scenarios, providing a robust foundation for future employment. Internships at Qualcomm are characterized by meaningful projects and the chance to network with industry leaders.

Join Our Team

Explore the numerous job opportunities at Qualcomm, from engineering to marketing, and discover how your skills and interests align with our mission. We are continuously hiring creative and driven individuals who are ready to contribute to our culture of innovation.

Prepare for Your Interview

Ready to join our team? Prepare your resume to highlight your relevant experience and skills. Our interview process is designed to understand your capabilities and how they align with our goals at Qualcomm. We look for passionate, curious, and innovative team players who are ready to take the next step in their careers.

Stay Connected

Keep up to date with the latest at Qualcomm by following our careers blog. Gain insider perspectives and industry-leading insights that can help you navigate your professional journey.

Career Opportunities Await

At Qualcomm, your career is what you make of it. With support for your ambitions and a network of global professionals, the opportunities to advance and excel are nearly limitless. Join us and be part of a team that’s leading the world in next-generation technology.

Search Qualcomm Jobs

Discover the positions that match your skills and interests. We are looking for individuals who are ready to make an impact and excel in a fast-paced, innovative environment.

Explore Qualcomm Careers

Whether you're seeking an internship, a first job, or a leadership position, Qualcomm offers a range of opportunities across various disciplines. Let your career journey begin here, where innovation, leadership, and growth come together to create extraordinary outcomes.
Learn more about Qualcomm
Size
45,000 employees
Market Cap
$122.5 billion
Industry
Manufacturing & Automotive
Net Income
$6.7 billion
Founded
1985
5 Year Trend
+14.7%
Revenue
$26.6 billion
NASDAQ
QCOM
* Ladders Estimates

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