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Director Partnerships Channel North America, IoT Connected Services

Sierra Wireless

Sierra Wireless

Sales & Business Development
London, UK · New York, NY, USA · Dallas, TX, USA · United States · Seattle, WA, USA · McLean, VA, USA · Reston, VA, USA · New York, USA · Washington, DC, USA · Washington, USA · Herndon, VA, USA · Texas, USA · Washington, DC, USA · Oregon, USA · New Jersey, USA · Palo Alto, CA, USA · Massachusetts, USA · Indiana, USA · Illinois, USA · East Chicago, IN, USA · Georgia, USA · Florida, USA · Irvine, CA, USA · California, USA · Mountain View, CA, USA · Bellevue, WA, USA · Indianapolis, IN, USA · Maryland, USA · Remote
Posted on Saturday, April 27, 2024

Location: USA or Canada Remote

Our Team:

Semtech’s IoT Systems and Connectivity business unit includes cloud & connectivity services along with router and module products tailored to meet specific customer requirements to reduce complexity. We are focused on supporting the continued growth of the IoT ecosystem by providing products & services targeted at IoT vertical industries. This role is pivotal to helping Semtech drive adoption of in the market through indirect partners. Two distinct categories of such indirect partners are Systems Integrators (SI’s) and Solution Providers (SPs). They are key to deploying IoT solutions at large enterprises, since SI’s are best placed to provide turnkey projects that deploy new technology and integrate with legacy back-end systems. Secondly, Solution Providers (SP’s) are key players that offer full-stack solutions, including sensor hardware and a cloud-based software application. Semtech collaborates with these partners to design in cloud and connectivity solutions to drive go-to-market (GTM) design-wins with end customers.

Job Summary:

The partnerships leader will be responsible for building and driving the North American indirect sales channel pipeline. This role will detail business development and outreach activities to prospect, develop and nurture commercial relationships with System Integrators and solution providers in the IoT space across various industry verticals, such as EV charging, video surveillance and transportation. The responsibilities entail negotiating commercial contracts with these partners for cloud and connectivity solutions, driving co-marketing initiatives, leading management and follow up, and collaborating with direct sales & solution architects to help close opportunities.

Responsibilities:

  • Meeting revenue targets for sell-to, sell-with, and sell-through sales motions for Connectivity & Cloud services with Systems Integrators and Solution providers, including revenue forecasting and pipeline management
  • Negotiation and management of all licensing agreements, including liaising with internal stakeholders to ensure successful business outcomes and customer success
  • Develop & execute co-marketing plans with partners to maximize generation of highly qualified leads
  • Prospecting using tools like LinkedIn Navigator and cold-calling to develop new business relationships
  • Introduce new product concepts to partners and work closely with internal product management teams to refine value proposition for validation
  • Train & assist field sales team in driving repeatable sales
  • Build strong relationships and rapport with executives of SP/SI’s partners
  • Engage with hardware partners as required to enable hardware fulfillment for SI/SPs to sell cloud and connectivity
  • Coordinate any needed technical resources within Semtech as well as with the ecosystem to support partners
  • Provide market intelligence about target verticals and use cases based on partner activity

Minimum Qualifications:

  • Bachelor’s Degree with Computer Science or Computer Engineering, with MBA
  • 5 years’ experience in selling connectivity and/or cloud solutions
  • MVNO/MNO prior experience required – must have strong understanding of IoT cellular Connectivity business models, value propositions, and customer care
  • Cloud IoT experience is highly preferred
  • Must have prior experience working at MNVO/MNO or with Hyperscaler cloud providers
  • Must be comfortable in using and navigating Salesforce and LinkedIn Navigator

Desired Qualifications

  • Strong business development skills – needs to be able to find and gain interest from new partners by skillfully employing various prospecting techniques
  • Strong program management skills are needed to drive complex projects
  • Ability to work collaboratively with Business Development, Sales and Corp Marketing teams
  • Experience in cloud services is a plus
  • Strongly self-motivated, entrepreneurial and highly driven personality
  • Strong written and oral communication in English with good interpersonal skills
  • Superior organization and follow-up skills
  • Comfortable under stressful situations

The intent of this job description is to describe the major duties and responsibilities performed by incumbents of this job. Incumbents may be required to perform job-related tasks other than those specifically included in this description.

All duties and responsibilities are essential job functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities.

We are proud to be an EEO employer, M/F/D/V. We maintain a drug-free workplace.

A reasonable estimate of the pay range for this position is $148,400–$212,000. There are several factors taken into consideration in determining the base salary, including but not limited to: job-related qualifications, skills, education, and experience, as well as job location and the value of other elements of an employee’s total compensation package.