Sr Director Sales, Automotive Technology

What's the role?

 

 

The Senior Director Sales – Global Automotive Accounts leads a global account team structure and has full commercial responsibility for some of the world’s largest North American Automotive OEM accounts. This role will orchestrate expanding our key customer relationships, drive revenue growth, and elevate our thought leadership at their assigned customer base. The individual must have an outstanding track record of leading geographically dispersed teams, exceeding aggressive sales objectives in the Software Defined Vehicle (SDV) automotive space with acute focus on the role of location technology, location-enabled digital cabin experiences and Advanced Driver Assistance Systems (ADAS).  This entails building and nurturing strong relationships with C-Suite and senior software leaders while leading a team to generate, advance, and close large, complex software and/or services transactions involving multiple C-Suite, SVP and VP decision makers. Demonstrable experience in defining & executing sales strategies, in a highly competitive and rapidly evolving market (including technology disruptions, dynamic macro-economic variables) is a key requirement. Ability to orchestrate internally – and partner externally to develop ‘winning’ offers with ecosystem & strategic partners is also key.

 

• Target new pipeline, bookings, and revenue in new and existing buying centers in existing Global Automotive Customers (GM/Ford)
• Identifies, engages and maintains relationships with C Suite and executive leaders within the Automotive industry & broader ecosystem.
• Manage, orchestrate and collaborate across multiple teams (product, engineering, licensing, legal,…), resources and contracts to close new and expanded business opportunities for HERE products, Platforms and Services.
• Leverages HERE commercial and technical pre-sales throughout the opportunity management life cycle to build value-driven proposals for customers.
• Develops and implements account strategies the leverage team engagement to maximize value for prospects and HERE.
• Leads the pricing and customer contract negotiation processes.
• Maintains information including customer relationship management system and sales forecasts for HERE management.
• Manages and develops a high-performing team/culture.

 

Environment

 

• Individually responsible for engaging and motivating a team to generate pipeline opportunities and build C level relationships to creatively enter existing global OEM accounts
• Leads a team of geographically dispersed Account Executive and provides direction to implement strategic account plans
• Drives and motivates cross functional groups within HERE to meet and exceed expectations on deliverables
• Ensures that all HERE activities follow HERE lifecycle management principles. This includes completing all required deliverables, standards and best practices
• Proactively identify new and innovative ways to respond to new challenges and HERE business initiatives
• Embraces and encourages curiosity and a ‘challenger’ mindset

 

Scope

 

• Strong, proven sales leader accountable for setting global OEM account strategy and execution through a team of Account Executives
• Exceptional problem-solver and influential collaborator that can conceptualize winning strategies, formulate strategic initiatives, and execute under tight timelines
• Creates and executes specific OEM business plan –responsible for generating pipeline opportunities and building relationships at existing OEM accounts.
• Drives and motivates global account team and cross functional groups within HERE to meet and exceed expectations on deliverables

 

Impact DECISION MAKING  

• Responsibility/accountability for new revenue creation and driving solution adoption as part of A&I execution priorities
• Develop deep relationships with key decision makers and stakeholders within the global OEM and execute the global OEM growth strategy
• Expert at identifying and leading appropriate resources (internal and external) required to develop and execute complex software sales in the digital cabin and ADAS space
• Facilitates the decision making process for customers.

Who are you?

• 15+ years of successful Business to Business sales experience in the within the automotive technology space (software, IVI, ADAS)
• Blends commercial and technical (platform, software architecture, hardware configurations, and emerging technologies) to establish credibility with key influencers in account/partnerships
• Automotive/Tier 1 Supplier industry knowledge required with established relationship network at