Director of Strategic Partnerships

4 weeks ago

Oakland, California, United States Sirius XM Radio Inc Full time
About the Role

SiriusXM Connect is a leading provider of connected services to vehicle manufacturers, delivering one of the most broadly adopted connected vehicle platforms in North America for the last 30 years. We provide safety, security, and convenience services to millions of vehicle owners across major automotive brands. Our teams are continuously working to develop leading-edge technology that can not only add convenience to the daily lives of so many drivers across the country but our advancements in safety and security could also help save their lives. Furthermore, SiriusXM Connect is now expanding beyond the automotive industry to provide safety and security services to new markets.

Key Responsibilities
  • Develop a deep understanding of automotive OEM and customer needs and drive the voice of the customer into the SiriusXM Connect organization.
  • Drive pre-sales of SiriusXM Connect products at the customer, working together with account, business, and engineering teams.
  • Lead the RFX process from concept through business award. Set cost targets to meet customer needs. Define take rate targets, develop business models including pricing to meet profitability goals.
  • Identify key customer contacts and develop specific strategies to build relationships with them to ensure that SiriusXM Connect is the most preferred partner to meet their needs or help to grow their business.
  • Deliver a successful growth strategy, enabling the account team and the business unit to win new profitable business. Identify and qualify the top opportunities and propose plans to win these opportunities, securing account and SiriusXM Connect leadership buy-in.
  • Maintain overview of customer roadmap, mapped to respective SiriusXM Connect product roadmaps.
  • Develop and maintain pursuit pipeline for each customer, providing overview of the opportunities and customer engagements. Provide regular feedback on customer engagement status to SiriusXM Connect leadership.
  • Develop and maintain short-term and long-term sales plans.
  • Lead the creation of customer facing sales content in partnership with the Product Marketing team.
  • Develop relationships with key decision makers at automotive OEMs, key customers, and related businesses.
  • Achieve objectives and key results including revenue and growth targets.
  • Individual Contributor role
Requirements
  • Master's degree in engineering / business administration preferred. Alternatively, a bachelor's degree and at least 10 years of related experience.
  • 10+ years sales experience in either a tier-one supplier or automotive OEM preferred. Having enjoyed significant success selling software products directly to automotive OEMs.
  • Thorough knowledge of Google Apps and MS-Office Suite (Word, Excel, PowerPoint).
  • Proven ability to win new business in a subscription model with multi-year large deal contracts.
  • An excellent negotiator experienced in closing contracts successfully, navigating client and SiriusXM Connect stakeholders, securing relevant approvals.
  • Connected vehicle telematics, automotive safety and security, and fleet management experience preferred.
  • A proactive, results oriented approach with a hunter mindset, eager to create an impact.
  • Strategic thinker with sound technical knowledge.
  • An excellent communicator and team player adept at connecting with people at all levels and building strong relationships. Presenting to executive customer leadership spanning Director/VP/SVP/CXO levels with compelling and persuasive content is a key qualifier.
  • Strong public speaking and presentation skills are mandatory.
  • Adept at creating, multi-year recurring revenue financial models for existing and new concepts.
  • Excellent written and verbal communication skills.
  • Must have the ability to work independently and in a team environment, pay attention to details and be organized.
  • Ability to project professionalism over the phone and in person, handle multiple tasks in a fast-paced environment and is committed to internal client and customer service principles is a must have.
  • Must be willing to take initiative and to follow through on projects and to hold others accountable for their respective contributions.
  • Excellent time management skills, with the ability to prioritize and multitask, and work under shifting deadlines in a fast-paced environment.
  • Must have legal right to work in the U.S.
What We Offer

At SiriusXM, we carefully consider a wide range of factors when determining compensation, including your background and experience. These considerations can cause your compensation to vary. We expect the base salary for this position to be in the range of $134,000 to $175,200 and will depend on your skills, qualifications, and experience. Additionally, this role might be eligible for discretionary short-term and long-term incentives. We encourage all interested candidates to apply.

Our goal at SiriusXM is to provide and maintain a work environment that fosters mutual respect, professionalism and cooperation. SiriusXM is an equal opportunity employer that does not discriminate on the basis of actual or perceived race, creed, color, religion, national origin, ancestry, alienage or citizenship status, age, disability or handicap, sex, gender identity, marital status, familial status, veteran status, sexual orientation or any other characteristic protected by applicable federal, state or local laws.

The requirements and duties described above may be modified or waived by the Company in its sole discretion without notice.

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