Manager – Strategic Early Engagement Sales

A Career at HARMAN

As a technology leader that is rapidly on the move, HARMAN is filled with people who are focused on making life better. Innovation, inclusivity and teamwork are a part of our DNA. When you add that to the challenges we take on and solve together, you’ll discover that at HARMAN you can grow, make a difference and be proud of the work you do every day.

A Career at HARMAN Automotive

We’re a global, multi-disciplinary team that’s putting the innovative power of technology to work and transforming tomorrow. At HARMAN Automotive, we give you the keys to fast-track your career.

• Engineer audio systems and integrated technology platforms that augment the driving experience
• Combine ingenuity, in-depth research, and a spirit of collaboration with design and engineering excellence
• Advance in-vehicle infotainment, safety, efficiency, and enjoyment

About the Role

As Early Engagement Manager, you will contribute into growing Harman’s automotive business to meet customer specific short term and long-term booking targets. You will seek opportunities with the targeted customers in an early stage to create potential business opportunities and drive these opportunities into RFQ, organize the preparation for customers’ tech review, influence customers to spec in Harman’s technologies, then pass tech review from customers’ DRE. This position is the key role to take care of Harman’s potential customer/business in China Market from technical side. Support sales team internally and externally, to capture/define new business opportunities.

What You Will Do

• Work with product and business pursuit team to identify the best prospects, the most relevant use cases, and the most compelling value propositions, and provide the solution matching with customer expectation and advise on product development direction, roadmap, etc.
• Execute the pursuit strategy for new business opportunities in alignment with the customer account strategy.
• Identify and create new pursuits and drive early engagement activities including “war gaming” and 10 standards and push ahead Customer RFI/RFQ.
• Own RFI/RFQ response for new business opportunities and be responsible for getting RFQ/SOR, spec in with Harman’s technologies and pass tech review with customers’ DRE.
• Create game-changing unique selling proposition and value statements.
• Understand customer expectations (cost, requirements, timing) and define internal targets and push ahead possible solution to meet them.
• Identify key stakeholders and decision makers and develop strategies to win new business.

What You Need

• Bachelor’s Degree in Business Management or Bachelor’s Degree in Engineering.
• More than 3 years technical sales experience for in-cabin product such as Digital Cockpit/Display, but also familiar with product feature/benefit and the underlying technology as well as architecture.
• Automotive industry technical sales/system design/product architecture design experience is must, 5+ years’ experience in Technical BD or Product Marketing/Intelligence is preferred.
• Total 12 years+ related Automotive industry experience.
• Network with Chinese OEMs including Geely/Dongfeng/Leapmotor would be a plus.
• Ability of upsell and cross-sell our product would be a plus.
• Thorough understanding of P&L statements, business cases and quotes / contracts.
• Proven record for strong technical interpret skillset as well as hunting and negotiation skills.
• Experience executing a strategy.

What is Nice to Have

• Basic technical understanding of Automotive HW and SW systems.
• Understanding of Automotive OEM’s organization and processes.
• Experience within or working with applicable customers.

What Makes You Eligible

• Be willing to travel up to 50%, domestic and international travel.
• Be willing to work in an [office, manufacturing facility, client-site} OR This role is eligible to work remotely full-time with occasional trips into the X office location required (this could be on 24-hour notice).
• Successfully complete a background investigation and drug screen as a condition of employment.

What We Offer

• Flexible work environment, allowing for full-time remote work one day per week for positions that can be performed outside a HARMAN or customer location.
• Access to employee discounts on world-class Harman products (JBL, HARMAN Kardon, AKG, etc.).
• Extensive training opportunities through our own HARMAN University.
• Competitive wellness benefits.
• Access to HARMAN Campus Fitness Center and Cafeteria.
• “Be Brilliant” employee recognition and rewards program.
• An inclusive and diverse work environment that fosters and encourages professional and personal development.

HARMAN is proud to be an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard torace, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.