Commercial Channel GTM Manager

Arriver Software AB

Sales, Business Development & Marketing Group, Sales, Business Development & Marketing Group > Business Development

General Summary:

At Qualcomm, we invent breakthrough technologies that transform how the world connects, computes, and communicates. For over 35 years, Qualcomm has been the world's leading wireless technology innovator and the driving force behind the development, launch, and expansion of 5G. We perfected processing for the smartphone, and now encompass many different verticals and products. From compute to automotive to gaming—you'll find Snapdragon branded technologies making a difference. In 2023, we launched Snapdragon X Series - the most powerful, intelligent, and efficient processor for Windows in its class. Designed for this next era of modern AI computing, these cutting-edge devices deliver unparalleled performance, multi-day battery life, and advanced AI capabilities, redefining the personal computing experience.

As a Commercial Channel GTM Manager you will engage across a select portfolio of Distributors and leading Channel Partners to define strategic marketing programs and GTM plans that drive market awareness, preference, and demand for Snapdragon-based compute devices in the Commercial Channel. You will collaborate with Channel counterparts including Marketing, CAMs and OEMs to develop and implement omni-channel marketing programs, joint OEM campaigns, demand generation initiatives, pipeline acceleration activities, seller enablement motions as well as joint PR and event marketing that deliver significant ROI and meet performance goals.

This role requires a strategic thinker with excellent relationship-building skills and a strong understanding of commercial channels and tactics as well as a comprehensive knowledge of the IT industry – with strong focus on the PC B2B Channel. This is a fast-paced role where you will work with multiple teams across various time zones. The ideal candidate has in-depth knowledge of the regional market and expertise in driving customers through the GTM funnel. They possess extensive experience in developing and managing marketing, enablement, & sales engagement programs and GTM plans across multiple partners and have a proven track record in scaling sales enablement efforts to drive partner awareness and advocacy.

Key Responsibilities:

1. Channel Relationship & Partner Management
   • Develop and support execution of quarterly GTM plans in collaboration with Commercial Channel Partners and Account Management team to enhance brand visibility, customer engagement, and drive revenue growth.
   • Foster and expand relationships with the Partner's Marketing, OEM, and PAMs, and lead regularly scheduled meetings to ensure campaign and program alignment and execution.
   • Articulate the Snapdragon value proposition to the Partners Marketing & Partner Management organizations to ensure the benefits of Snapdragon resonate via the various channel programs.
   • Work with the Partner's Partner Management team to adapt marketing, enablement, and sales material to fit their audience - inclusive of email, social, banner ads, videos, content syndication, training materials, sales tools, etc.
   • Manage quarterly investment plans for GTM related activities ensuring ROI targets are achieved.
   • Manage the approval process for Partner assets to ensure all Partner-created content and assets comply with Qualcomm brand guidelines and GTM messaging.
2. OEM
   • Drive cross-functional collaboration to strengthen OEM partnerships at country level and ensure alignment on all regional GTM activities.
   • Build relationships with Partner OEM managers to ensure cohesive communication and alignment between the Channel Partner, Qualcomm, and the OEMs.
   • Identify relevant cross-collaboration activities to drive the sellout of Snapdragon-based devices, ensuring Snapdragon is represented appropriately in marketing materials.
   • Leverage OEM relationships to gain regional insights on products and market and build a credible knowledge base within the organization.
3. HQ/Sweden
   • Collaborate with the HQ Product and Partner Marketing teams and the regional Account Management team to understand the Snapdragon value proposition for the category and the product roadmap.
   • Provide regular updates to the WW and regional leadership teams on Partner GTM plans, activities, and success metrics, working closely with the regional Account Team and Channel Partners to measure the ROI of MDF investment.
   • Work with the regional Account Team to understand and prioritize partnerships based on defined targets and align GTM plans to strategic focus in the region.
   • Build and maintain a strong network with the HQ Business, Marketing, PR, Social, Digital, Channel Training, and Brand teams to ensure that brand identity, messaging, and processes are seamlessly integrated into our regional go-to-market strategies and tactics.
   • Manage & report on end-to-end GTM performance KPIs & metrics that contribute to the overall global commercial channel organization performance.
4. Campaign Management
   • Develop and implement marketing campaigns, strategies, and tactics to promote the sellout of Windows on Snapdragon-based devices in collaboration with OEMs and Channel Partners.
   • Identify key verticals, target audiences, and KPIs for each campaign to track and measure success.
   • Work closely with Channel Partners to identify the sales funnel and lead qualification flow, ensuring relevant leads are nurtured by Channel Sales teams.
   • Collect and report on post-campaign metrics from Channel Partners to monitor the performance of spend.
5. Event Management
   • Collaborate with Channel Partners and OEMs to identify relevant tradeshows and customer-facing events that resonate with their audience and incorporate these into the GTM plans.
   • Develop a comprehensive event plan in collaboration with the Channel Marketing teams and their agency, covering aspects such as timings, venue, build cost, content, invitations, and attendee list.
   • Coordinate with the Qualcomm Marketing and PDM teams to identify and integrate relevant Qualcomm content for presentations to drive the Snapdragon value proposition.
   • Host pre-event kick-offs and post-event debriefs, and report on post-event metrics to track ROI.

Skills/Experience

• 8 + years Commercial Channel GTM and Marketing experience in tech companies.
• Strong understanding of how the Commercial Channel and OEMs operate and sell, possess a deep understanding of the marketing funnel and tactics, as well as lead generation and nurturing tactics and tools.
• Experience in negotiating and managing MDF Programs.
• Skilled in defining and executing Commercial and Channel programs to effectively drive customers down the funnel.
• Creative problem solving with strong analytical and project management skills.
• Ability to communicate and evangelize both internally and externally.
• Proven experience in working on new projects and establishing new ways of working.
• Comfortable driving cross-functional team alignment to create a comprehensive plan, identifying dependencies and critical issues/paths.
• Experience in analyzing and reporting on the effectiveness of marketing, sales enablement, and incentive programs and GTM plans and adjusting strategies as needed within established KPIs.

Preferred Qualifications

• 10+ years of Commercial Channel and marketing experience in tech companies.
• Master's degree in business or technology is preferred.
• Business level English and Swedish is required, additional languages a plus.
• Excellent communication and interpersonal skills.
• Proven ability to build trusting, collaborative relationships and rapport with senior business stakeholders & Channel Partners.
• Strong capability to convey information clearly and accurately with great credibility.
• Highly organized, resourceful, and adaptable.

*References to a particular number of years experience are for indicative purposes only. Applications from candidates with equivalent experience will be considered, provided that the candidate can demonstrate an ability to fulfill the principal duties of the role and possesses the required competencies.

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