Head of GTM - IoT Video Analytics Platform

Company:
Qualcomm Technologies, Inc.

Job Area:
Sales, Business Development & Marketing Group, Sales, Business Development & Marketing Group > Business Development

General Summary:

Qualcomm is seeking a Senior Director of Go-to-Market to lead the commercial strategy and execution for our edge-based video analytics platform.

As the GTM Lead, you will own the strategy and execution for bringing our video analytics solutions to market, You will build and scale go-to-market programs, develop compelling positioning around our edge-AI differentiation, and drive pipeline generation and revenue growth across enterprise and commercial segments.

This is a highly visible, high-impact role that offers the opportunity to shape the commercial trajectory of an innovative technology company in the rapidly evolving physical security and video analytics market.

Principal Duties and Responsibilities

GTM Strategy & Execution

• Define, communicate, and implement comprehensive go-to-market strategies across all market segments to drive awareness, demand generation, channel engagement, and customer acquisition
• Develop and execute account-based marketing (ABM) programs and integrated campaigns that differentiate our edge-AI platform against cloud-centric competitors
• Build scalable, repeatable GTM playbooks and frameworks for product launches, market expansion, and vertical penetration
• Own pipeline generation strategy and work closely with sales leadership to achieve opportunity, and revenue targets

Product Marketing & Positioning

• Craft compelling messaging and positioning that articulates the value of edge-based CV processing, including bandwidth reduction, latency improvements, privacy benefits, and total cost of ownership advantages
• Translate technical capabilities (on-device VLM inference, edge analytics, metadata-only cloud transmission) into clear business benefits for different buyer personas
• Develop sales enablement materials, competitive battle cards, case studies, and thought leadership content
• Conduct market research, competitive analysis, and win/loss studies to inform product and GTM strategy

Channel & Partner Strategy

• Build and manage partner marketing programs to drive engagement and revenue growth through integrators, resellers, and technology partners
• Develop co-marketing initiatives and joint GTM strategies with strategic partners
• Create partner enablement resources, training materials, and certification programs

Cross-Functional Leadership

• Partner closely with Product Management to influence roadmap based on market insights and customer feedback
• Collaborate with Sales to ensure alignment on target markets, ideal customer profiles, and sales processes
• Work with Engineering to translate technical differentiators into market-facing value propositions
• Lead and develop a high-performing marketing team, fostering a culture of innovation, accountability, and results

Minimum Requirements
• Bachelor's degree and 12+ years of sales, business development, product development or related work experience.
OR
• Associate's degree and 14+ years of sales, business development, product development or related work experience.
OR
• High school Diploma or equivalent and 16+ years of sales, business development, product development or related work experience.

This is an office based position that can be located in Santa Clara, CA or San Diego, CA and is expected to comply with the company's onsite work policy.

This role is U.S.-based, and is not eligible for visa sponsorship.


Preferred Qualifications

• Bachelor's degree in Business, Marketing, Engineering, or related field
• MBA or advanced degree in a relevant field
• 8+ years of experience in B2B go-to-market strategy, product marketing, or demand generation roles
• 5+ years of experience in physical security, video surveillance, IoT, or enterprise SaaS industries
• Proven track record of developing and executing successful GTM strategies that drove measurable revenue growth
• Experience marketing technical products to enterprise buyers, integrators, and channel partners
• Strong analytical skills with proficiency in CRM systems (Salesforce), marketing automation platforms (HubSpot, Marketo), and data analysis tools
• Excellent communication and presentation skills with ability to influence stakeholders at all levels
• Legal authorization to work in the U.S. indefinitely is required

Qualcomm is an equal opportunity employer. If you are an individual with a disability and need an accommodation during the application/hiring process, rest assured that Qualcomm is committed to providing an accessible process. You may e-mail View email address on click.appcast.io or call Qualcomm's toll-free number found here. Upon request, Qualcomm will provide reasonable accommodations to support individuals with disabilities to be able participate in the hiring process. Qualcomm is also committed to making our workplace accessible for individuals with disabilities. (Keep in mind that this email address is used to provide reasonable accommodations for individuals with disabilities. We will not respond here to requests for updates on applications or resume inquiries).

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Pay range and Other Compensation & Benefits :
$231,100.00 - $346,700.00

The above pay scale reflects the broad, minimum to maximum, pay scale for this job code for the location for which it has been posted. Even more importantly, please note that salary is only one component of total compensation at Qualcomm. We also offer a competitive annual discretionary bonus program and opportunity for annual RSU grants (employees on sales-incentive plans are not eligible for our annual bonus). In addition, our highly competitive benefits package is designed to support your success at work, at home, and at play. Your recruiter will be happy to discuss all that Qualcomm has to offer - and you can review more details about our US benefits at this link.

If you would like more information about this role, please contact Qualcomm Careers.