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Director, Partnerships & Business Development

Sirius XM

Sirius XM

Sales & Business Development
Farmington Hills, MI, USA
Posted on Friday, February 9, 2024
Who We Are

SiriusXM and its brands (Pandora, SXM Media, AdsWizz, Simplecast, and SiriusXM Connect) are leading a new era of audio entertainment and services by delivering the most compelling subscription and ad-supported audio entertainment experience for listeners -- in the car, at home, and anywhere on the go with connected devices. Our vision is to shape the future of audio, where everyone can be effortlessly connected to the voices, stories, and music they love wherever they are.

This is the place where a diverse group of emerging talent and legends alike come to share authentic and purposeful songs, stories, sounds and insights through some of the best programming and technology in the world. Our critically acclaimed, industry-leading audio entertainment encompasses music, sports, comedy, news, talk, live events, and podcasting. No matter their individual role, each of our employees plays a vital part in bringing SiriusXM’s vision to life every day.

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.

How You’ll Make An Impact

This role enjoys direct responsibility for maximizing sales of SiriusXM Connect products and solutions by qualifying, developing, and winning new opportunities with specific OEMs and other businesses as assigned. Reporting to the Sr. Director, Partnerships and Business Development, SiriusXM Connect, this role will lead customer engagement in partnership with the account team, product, finance, and engineering groups and drive sales of SiriusXM Connect products and solutions. This is an amazing opportunity for an impact player who is hungry for success and combines passion with purpose to drive growth.

What You’ll Do

  • Develop a deep understanding of OEM 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 the key contacts and players at the OEM and develop specific strategies to build relationships with them to ensure that SiriusXM Connect is the most preferred partner in solving customer pain points and pleasure points.
  • 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 plan 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 monthly feedback on customer engagement status to SiriusXM Connect leadership.
  • Develop and maintain short-term and long-term sales plans.
  • Create customer facing sales content. Drive OEM product awareness through customer tech-days, marketing campaigns and OEM co-marketing efforts collaborating with account, technical sales, product marketing and PR teams.
  • Develop relationships with key decision makers at OEMs and related businesses.
  • Achieve revenue and margin growth targets.

What You’ll Need

  • Master’s degree in engineering / business administration preferred. Alternatively, a bachelor’s degree and at least 10+ years of progressive leadership experience.
  • Thorough knowledge of MS-Office Suite (Word, Excel, PowerPoint, Access).
  • A leader with 7+ years sales experience having enjoyed significant success selling software products directly to automotive OEMs. Experience in either a tier-one supplier or automotive OEM preferred.
  • Connected vehicle telematics 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.
  • An excellent negotiator experienced in closing contracts successfully, navigating client and SiriusXM Connect stakeholders, securing relevant approvals.
  • Proven ability to win new business in a subscription model with multi-year large deal contracts.
  • Excellent written and verbal communication skills.
  • Must have 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.
  • Excellent time management skills, with the ability to prioritize and multi-task, and work under shifting deadlines in a fast-paced environment.
  • Must have legal right to work in the U.S.

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.