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

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+ transaction value) complex software and/or services transactions involving multiple VP and C-Level and above decision makers.
• Deep knowledge of location technology and proven ability to identify sources of value from partnerships
• Strong ability to interface effectively with key stakeholders, strong communication, negotiation and presentation skills
• Creative thinker willing to challenge status quo with new ideas, new approaches, and new solutions, while deeply understanding and respecting what works today
• Experience in participating in multi-national virtual teams
• Experience in building long lasting relationships with multiple Partners
• Bachelor's degree preferred or equivalent combination of education and relevant experience.

The expected base salary range for this position is $120,000 to $170,000 per year. Actual compensation will be based on factors such as skills and experience. This role is eligible for a sales incentive plan with a target of 66.7% of base salary. Final payouts depend on individual and company performance. (Target Total Compensation = Base Salary + 66.7%)

Life at HERE comes with generous benefits to support your health and overall wellness. Benefits available to US-based HERE employees include health (Medical/Dental/Vision) insurance, retirement savings plans, paid time off & leave policies.   

As part of HERE Technologies employment process, candidates will be required to successfully complete a background verification process. Offers of employment and any related claims are subject to the successful completion of a background verification. Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, HERE will consider for employment qualified applicants with arrest and conviction records.  

HERE is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, age, gender identity, sexual orientation, marital status, parental status, religion, sex, national origin, disability, veteran status, and other legally protected characteristics.  

Under Section 503 of the Rehabilitation Act of 1973 and VEVRAA, we have developed an affirmative action program (AAP) for individuals with disabilities and protected veterans. Portions of the AAP are available for review by applicants and employees through our People Team. 

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HERE Technologies is a location data and technology platform company. We empower our customers to achieve better outcomes – from helping a city manage its infrastructure or a business optimize its assets to guiding drivers to their destination safely.

At HERE we take it upon ourselves to be the change we wish to see. We create solutions that fuel innovation, provide opportunity and foster inclusion to improve people’s lives. If you are inspired by an open world and driven to create positive change, join us. Learn more about us on our YouTube Channel.