Sr. Manager/Director, APJ Distribution & IoT Ecosystem

Job Description

Summary:

As part of the sales team, you will work with the Silicon Labs Business Units, Field Marketing, Distributors and the APAC field sales force. In this role, you will develop a communications network (and strategy) that will provide essential information to increase mass market sales through distribution. As well as, drive demand creation programs and mind share for Silicon Labs.

You will also lead and drive our Internet of Things (IoT) strategy and business development activities with particular focus in Greater China (GC) regions. You will engage in executive-level, consultative selling with IoT and Connected Home market leaders including major Chinese Service Providers, Retailers, Platform Providers and Device Manufacturers. You will engage partners and customers to drive the integration of Silicon Labs connectivity (802.15.4, Bluetooth Smart and sub-GHz), MCUs and sensors. You will work closely with Field Sales, Product Marketing, Engineering and Company Leadership to grow our IoT Segment.

Responsibilities:

• Engage and drive accountability with China’s channel partners on tier 3/4 city coverage and track progress.
• Drive visibility and execute mass market strategies focusing on >T200 accounts. Manage strategy development with the distribution partner network.
• Partner with local distribution branches to engage with new end-customers. Manage and grow the opportunity funnel.
• Orchestrate IDH’s and reference design programs and drive channel mindshare gain with particular focus in Greater China
• Work with Country Manager on implementing a standardized channel performance metric.
• Manage the expansion and retention of named accounts while ensuring ongoing customer service.
• Plan and organize channel trainings, conferences and mar-comm
• Train, manage and drive channel partners’ FAE to carry out business promotion and technical support.
• Directly manage all forms of technical marketing/product information communication for support issues, applications-related product trainings and webinars.
• Provide and facilitate technical support for channel partners’ customers.
• Manage tasks associated with sales efforts at all engineering and manufacturing sites.
• Manage contact with key accounts at a high level, focusing on the strategic nature of the relationship.
• Your IoT strategy works will entails but not limiting to the following:
  • Explore and build relationship with potential domestic IoT ecosystems and platform makers
  • Work seamlessly with Country Managers/RSM’s, Field Marketing and channel teams to drive IoT share gain, thus design wins and revenue growth as key KPI’s
  • Joint promotion with Field Sales at key strategic accounts like Huawei etc
  • Explore SOC reference design partnership (e.g. MTK, ALi etc) and work closely with Field Marketing and AE teams to address and tackle ecosystem-related support issues, i.e. Co-ex PTA
  • Collaborate with Boston Business Development team
  • Establish, engage and drive partnership with key sensor, gateway & module makers, also wireless stack and cloud vendors
  • Promote awareness of Silicon Labs being a leading IoT solution provider
• Contribute to the culture, values, and success of the company by establishing solid relationships with other members of the company’s sales team, distributors and customers.
• Exemplify high standards in communications, conduct and the execution of business.
• Receive assignments in the form of objectives with goals and the process by which to meet goals.
• Work on issues of diverse scope where analysis of situation or data requires evaluation of a variety of factors, including an understanding of current business trends. Follow processes and operational policies in selecting methods and techniques for obtaining solutions. Act as an advisor to channel partners to meet schedules and/or resolve technical problems. Develop and administer schedules, performance requirements.
• Other duties as required.

Requirements:

• A technology–related bachelor’s degree or equivalent of training. MBA an added advantage
• 10+ years’ working experience with proven track records in Sales or Marketing.
• Good understanding and experience interacting with semiconductor distributors & distributor business model
• Advanced skills in Microsoft Excel, Word, & PowerPoint.
• Proven ability to interact with other company departments, including engineering on a technical level.
• Good communication (both oral and written) skills in English and Mandarin
• Outstanding customer interface skills.
• Highly organized with a strong attention to details
• Ability to work under pressure.
• Proven ability to multi-task and set priorities
• Must be self-starter type to initiate necessary or expected actions
• Has the ability to deal with ambiguity
• Self-motivated and action/result oriented with good sense of urgency
• Presentation (generating and delivering) and business negotiation skills
• Strong understanding of IC architectures and mixed signal products.
• Ability to prioritize opportunities with the best return on investment.