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Account Manager, Embedded Audio

Date: Dec 24, 2017

Location: Mountain View, CA, US

Company: HARMAN International

Requisition Id : 101988 

Additional Work Location(s) ​​​​​:  

Position Summary:

HARMAN Embedded Audio, a division of HARMAN International, specializing in acoustic products and technology development for the OEM/ODM market, is currently seeking an Account Manager to manage select key Western Region accounts.  This position will be based in our Mountain View, California office.  The objective for this role is to grow revenue and margin of our brand licensing, acoustic components, acoustic subassemblies and accessories (e.g. headphones) to OEM, ODM and other enterprises through the use of solution selling strategies facilitated by the use of tools (e.g. account plans, sales force automation, marketing).  This person will report to the Director, Sales for Embedded Audio.  


Supervisory Responsibilities: This position has no supervisory responsibility


Job Responsibilities:

This Account Manager position will have direct responsibility to drive business growth, primarily with selected customers but may include new business acquisitions as well. The key objective for this sales role is to increase the sales of our brand licensing, acoustic components, acoustic subassemblies and accessories (e.g. headphones) to specific key customers in the Western Region.

·         Function as the primary interface for HARMAN Embedded Audio with the customer

·         Using a detailed account plan, protect existing revenue and find new opportunities that meet minimum

revenue and margin targets with specific current customers.

·         Work with other functional and support teams within Embedded Audio to prepare/deliver/present proposals,

product roadmaps, supply plans and marketing programs; negotiate pricing

·         As part of the account plan, align HARMAN executives with corresponding customer executives.  Define

and facilitate regular meetings for HARMAN and customer executives per the account plan

·         Prospect for and close new name accounts in the assigned geographic territory

·         Prepare and submit sales forecasts for assigned customers

·         Responsible for customer account receivables

·         Use the sales automation platform as the “go to” tool for all sales-related activities and as a repository

·         Work with Global Director of Sales to establish annual sales goals

  • Implement strategic sales planning, targets and tools to monitor sales activity and achievements
  • Develop opportunities for strategic relationships in accordance with HARMAN brand principles and guidelines
  • Prepare monthly sales performance reports by customer account and plans to address potential shortfalls

Basic Qualifications:

  • Demonstrated successful track record of technology sales to Global 500 enterprises
  • Minimum of 5 years experience successfully managing Global 500 enterprises as customers for technology-based solutions
  • Knowledge of solution selling techniques/methodologies, sales automation and account planning tools
  • Ability to work effectively within a matrix environment


Desired Characteristics:

  • BS/BA required; MBA preferred
  • Knowledge of acoustic (speaker and microphone) technologies a definite plus


Preferred Qualifications & Desired Competencies:


  • Self-starter
  • Clear and strategic thinker; proven experience in translating strategies and plans into actionable activities
  • Capable of handling multiples projects / initiatives simultaneously and executing to completion


Team Player:

  • Excellent communication and interpersonal skills who can effectively work with all levels of complex, global customer organizations.
  • Proven team player that can work effectively with HARMAN colleagues in a global, matrixed environment 


Change Orientation

  • Adept at managing inevitable change in both the customer environment as well as internal to HARMAN


Customer Focus

  • Understanding and working with organizations that have centralized and de-centralized structures
  • Keen understanding of consumer requirements and the ability to translate them into qualified sales opportunities
  • Ability to navigate complex, global customer organizations to find opportunities for HARMAN solutions



  • Have clear objectives and strives to exceed them
  • Takes ownership for personal career and skill development



  • PHYSICAL DEMANDS:  The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit; use hands; and talk or hear.  The employee frequently is required to reach with hands and arms.  The employee is occasionally required to stand and walk. 


Eligibility Requirements:

  • Willingness to travel  20% of the time
  • Willingness to work in an office in Mountain View, CA
  • HARMAN will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditional upon the successful completion of a background investigation and drug screen.



HARMAN ( designs and engineers connected products and solutions for automakers, consumers, and enterprises worldwide, including connected car systems, audio and visual products, enterprise automation solutions; and services supporting the Internet of Things.  With leading brands including AKG®, Harman Kardon®, Infinity®, JBL®, Lexicon®, Mark Levinson® and Revel®, HARMAN is admired by audiophiles, musicians and the entertainment venues where they perform around the world. More than 25 million automobiles on the road today are equipped with HARMAN audio and connected car systems. Our software services power billions of mobile devices and systems that are connected, integrated and secure across all platforms, from work and home to car and mobile. HARMAN has a workforce of approximately 30,000 people across the Americas, Europe, and Asia. In March 2017, HARMAN became a wholly-owned subsidiary of Samsung Electronics. HARMAN is an Equal Opportunity /Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or Protected Veterans status.  HARMAN offers a great work environment, challenging career opportunities, professional training and competitive compensation. Looking for a challenge where your experience is valued? Come see what you can achieve as a leader with HARMAN!  (

Nearest Major Market: San Jose
Nearest Secondary Market: Palo Alto

Job Segment: Account Manager, Embedded, Informatics, Marketing Manager, Supply, Sales, Technology, Marketing, Operations