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Panasonic Automotive Systems America

Senior Sales Manager - Software

Account ManagementUpdated on Nov 10
Full-timeFarmington Hills, MI, USA

About the Job

Requirements

  • A high school diploma and ten years of related experience; or two years of college or technical training in business, marketing, technology, or engineering and nine years of related experience; or a Bachelor's Degree in a related field and eight years of related experience.
  • At least three of the required years of experience must be in the automotive parts, systems, or components industry.
  • Supervisory experience.
  • Working knowledge of artificial intelligence, machine learning, data analytics, and digital transformation concepts, and their application to automotive products and the sales process.
  • A proven track record of developing new sales opportunities and closing negotiations for hardware and software/service solutions.
  • Automotive software sales experience, including establishing appropriate license fees for proprietary software, negotiating software services with potential new customers, and tailoring the user experience to customer preferences.
  • Experience promoting software as a service and licensing software through cloud-based platforms such as AWS, Microsoft Azure, Google Cloud, or Oracle Cloud.
  • A clear understanding of commercial agreements and revenue generation associated with software services for automotive or mobility-focused customers.
  • Ability to build rapport and establish trust at all organizational levels.
  • Advanced proficiency with Microsoft 365, including Word, Excel, PowerPoint, and Teams; customer relationship management platforms; and AI productivity tools such as Microsoft Copilot.

Responsibilities

  • Lead business development and account growth for an assigned group of automotive and mobility customers, balancing traditional hardware programs with software, cloud, and service solutions, and drive adoption of digital transformation and artificial intelligence tools across the sales process.
  • Lead the development and delivery of technology presentations and live demonstrations, including digital, cloud-connected, and artificial intelligence-enabled solutions, to existing and prospective customers.
  • Coordinate global technology development with Panasonic Automotive engineering and software teams across the portfolio, including cockpit and infotainment hardware, E-Cockpit, advanced driver-assistance systems, human-machine interface, camera, wireless charging systems, and associated software platforms and services.
  • Provide leadership and coaching to Senior Account Managers on new technology, software and service offerings, and value-based selling.
  • Work with planning teams to establish and meet sales objectives across hardware, software, and service revenue streams, improving productivity, increasing revenue, and maximizing profitability within the group or division.
  • Support E-Cockpit, vSkipGen, and software-defined vehicle development teams by translating customer and market needs into solution requirements.
  • Develop and implement strategic and tactical business plans aligned with Panasonic Automotive global strategy, balancing traditional hardware programs with recurring software, cloud, and service revenue.
  • Integrate strategic and tactical plans across business, engineering, and software teams to grow global market share and expand Panasonic Automotive's presence with new and existing mobility customers.
  • Contribute to the formulation and implementation of division or group policies and goals, and execute them through customer engagement.
  • Direct sales forecasting and variance analysis using electronic data interchange and actual production volume data, customer relationship management systems, and business intelligence tools, applying artificial intelligence-driven analytics and predictive models to improve forecast accuracy.
  • Prepare periodic sales reports and digital dashboards covering hardware sales, vehicle volume forecasts, customer production updates, software license and subscription revenue, and service revenue.
  • Provide new product, technology, and market direction to Panasonic Automotive product planning, engineering, and software teams based on customer insight and market trends.
  • Create and maintain mutually beneficial relationships with executives and staff at automotive original equipment manufacturers, commercial vehicle, recreational vehicle, and emerging mobility customers.
  • Identify prospects for new or replacement business, including hardware programs, software licensing, and service opportunities, and determine their business needs.
  • Identify opportunities for future products, software, and services, including cloud, over-the-air, and data-driven offerings, and provide customers with the scope of each opportunity.
  • Understand customer expectations and how competitors, including traditional Tier 1 suppliers and software and technology companies, meet or miss them.
  • Drive processes to deliver on and exceed customer expectations.
  • Partner with program management, engineering, and software teams to ensure hardware programs launch on schedule and software and service commitments are delivered as agreed.
  • Identify and establish product and customer strategy, and align internal resources to support the strategy.
  • Use digital collaboration and project management tools to provide the organization with real-time visibility into customer requirements, milestones, and risks.
  • Apply understanding of customer and industry trends, developments, and standards, including software-defined vehicles, connectivity, cybersecurity, and artificial intelligence, as they relate to customer engineering and purchasing organizations.
  • Apply understanding of software, cloud, and service offerings in automotive, commercial vehicle, recreational vehicle, and broader mobility markets, and how they complement hardware solutions.
  • Champion digital transformation tools, including customer relationship management systems, collaboration platforms, and business intelligence dashboards, to improve sales team efficiency, pipeline visibility, and customer responsiveness.
  • Apply artificial intelligence and generative artificial intelligence tools to sales activities such as account research, opportunity identification, proposal and presentation development, pricing analysis, and forecasting.
  • Promote artificial intelligence-enabled vehicle features and data-driven services to customers, positioning Panasonic Automotive as a mobility technology partner rather than a component supplier.
  • Ensure responsible use of artificial intelligence and customer data in accordance with company information security, data privacy, and governance policies.
  • Lead quotation, pricing, and request-for-quotation strategy for hardware programs and software licensing, subscription, and service models, and support GPMP Business Review presentations.
  • Maintain high visibility in price negotiations and contract renewals, including software license and service agreements, while meeting minimum profit margin requirements.
  • Monitor and take appropriate action based on the division's profit and loss statement, and guide and support Account Managers in operational budget matters.
  • Direct processes to minimize or eliminate chargebacks and ensure accounts receivable are collected promptly, while managing the business plan to meet growth and profitability targets.
  • Lead development and implementation of the annual sales budget and divisional midterm plan, and monitor actual results against the plan for accuracy.
  • Lead the midterm planning process in collaboration with each Panasonic Automotive business unit.

About the Company

Panasonic Automotive Systems America

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