Partner Account Manager, Automotive Technology

What's the role?

SUMMARY OF JOB

 

The Partner Account Sales Manager owns definition and implementation of the territory specific strategy in how we sell to and incorporate solution partners, value-added-resellers and strategic partners as part of our GTM (go-to-market) execution in the Software Defined automotive industry with acute focus on digital cabin experiences and Advanced Driver Assistance Systems (ADAS).  This person looks to help our OEM 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 new and existing Automotive Customers. This role requires building deep industry specific partner knowledge across the Infotainment and ADAS domains – that allows creating a vertical strategy leveraging thought-leadership to create an industry-leading capabilities.  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

• Strong 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

 

 

Who are you?

Position Requirements

• 5+ 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+