Sr Sales Manager
Here

Job Info

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What's the role?

The Senior Sales Manager owns definition and implementation of the territory specific strategy in how we sell to and incorporate solution partners, technology OEMs, value-added-resellers and strategic partners as part of our GTM (go-to-market) execution. This person looks to help our segment AE's best leverage partners as part of opportunities with existing Automotive Customers - to help best meet customer requirements, accelerate time to market/revenue, and/or to demonstrate where/how partners help in scaling business with Tier 1 Existing Automotive Customers. This role requires building deep industry specific partner knowledge - that allows creating a vertical strategy and thought-leadership to create an industry-leading Partner experience. This role is for the A&I (Automotive & Industrial) vertical in the AMERICAS region - and as such, the preferred candidate should have deep Automotive and Tier 1 supplier knowledge & relationships - with keen understanding of Infotainment and ADAS ecosystems, leading technology providers, and where/how to best identify partners to help in scaling business.

MAIN RESPONSIBILITIES

• Define territory specific strategy and playbook for when/how to plug-in partners as part of our GTM with end-customers.
• Align above strategy with our OEM and product teams - to align segment team needs to partner capabilities - including identifying relevant partners to help in our GTM, and/or to identify gaps where we need to find new partner capabilities to help execute our strategy.
• Cooperates closely with the A&I OEM team as well as global counterparts in all selling activities (sell with/sell through/ sell to initiatives), where appropriate - including alignment on revenue/bookings goals with our AE's to achieve commercial goals
• Engages and maintains relationships with large Tier 1 partners, servicing the Automotive Industry. This includes the management, orchestration and collaboration of multiple teams, resources and contracts to close new and expanded business opportunities for HERE products, Platforms and Services.
• Target new bookings and buying centers in existing Tier 1 Automotive Suppliers (Bosch, Panasonic, Continental, ZF).
• Leverages HERE commercial and technical pre-sales throughout the opportunity management life cycle to build value-driven proposals for existing and new logo customers.
• Leads the pricing and customer contract negotiation processes.
• Adheres to HERE Sales Process and establishes full data accuracy in Salesforce and associated internal systems related to opportunity pipeline and sales forecasts.

Scope

• Senior individual contributor - working in matrixed environment - as A&I subject-matter-expert for our partner strategy & execution plans
• Exceptional problem-solver and influential collaborator that can conceptualize winning strategies, formulate strategic initiatives, and execute under tight timelines
• Creates and executes an A&I specific partner business plan - individually responsible for generating pipeline opportunities and building relationships to creatively enter new and existing partner accounts.
• Drives and motivates cross functional groups within HERE to meet and exceed expectations on deliverables

Impact DECISION MAKING

• Expert at identifying and leading appropriate resources (internal and external) required to develop and execute the A&I partner strategy
• Manages the relationships and executes program & project plans for the assigned partners in support of A&I opportunities
• Establishes appropriate mechanisms to qualify partners to use in our GTM and aid in opportunity qualification process
• Responsibility/accountability to new revenue creation and driving solution adoption as part of A&I execution priorities

#LI-CC1

Who are you?

Position Requirements

• 10+ years of successful experience in senior management/sales/business development positions within the automotive technology space (software, emerging tech, platforms)
• Automotive/Tier 1 Supplier industry knowledge required
• Proven ability to support & manage partnerships in a EURO 1 Billion+ company in a market facing significant disruption
• Proven ability to drive revenue and bookings by leveraging appropriate partnerships in support of driving end-customer business
• Demonstrated ability to generate, advance, and close large ($2M+ transaction value) complex software and/or services transactions involving multiple VP and C-Level and above decision makers.
• Deep knowledge of location technology and proven ability to identify sources of value from partnerships
• Strong ability to interface effectively with key stakeholders, strong communication, negotiation and presentation skills
• Creative thinker willing to challenge status quo with new ideas, new approaches, and new solutions, while deeply understanding and respecting what works today
• Experience in participating in multi-national virtual teams
• Experience in building long lasting relationships with multiple Partners
• Bachelor's degree preferred or equivalent combination of education and relevant experience.

HERE is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, age, gender identity, sexual orientation, marital status, parental status, religion, sex, national origin, disability, veteran status, and other legally protected characteristics.

Who are we?

HERE Technologies is a location data and technology platform company. We empower our customers to achieve better outcomes - from helping a city manage its infrastructure or a business optimize its assets to guiding drivers to their destination safely.

At HERE we take it upon ourselves to be the change we wish to see. We create solutions that fuel innovation, provide opportunity and foster inclusion to improve people's lives. If you are inspired by an open world and driven to create positive change, join us. Learn more about us on our YouTube Channel.

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