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Strategic Account Manager - Enterprise Sales

Wind River is a global leader in delivering software for mission-critical intelligent systems. For more than four decades, the company has been an innovator and pioneer, powering billions of systems that require the highest levels of security, safety, and reliability.

Wind River helps customers across automotive, aerospace, defense, industrial, medical, and telecommunications industries solve complex technology challenges on their journey toward the new intelligent machine economy. The company’s software powers generation after generation of the safest, most secure systems in the world. Examples include playing a key role in NASA space missions such as Artemis I, the James Webb Space Telescope, and multiple Mars rovers. We’ve achieved recent 5G milestones including the world’s first successful 5G data session with Verizon and building one of the largest Open RAN networks in the world with Vodafone.

The company has received industry recognition for its technology innovation and leadership, and for its workplace culture, including global Great Place to Work certification and being named a “Top Workplace” for ten consecutive years. If you want to be part of a unique culture where the lived experience is based on our cultural attributes of growth mindset, customer-focus, and diversity, equity, inclusion & belonging, come join us and help advance the future software defined world.

About the opportunity

The Americas Enterprise Sales Team ensures customers are engaged in collaborative & strategic long-term partnerships allowing them to unlock the full potential of Wind River solutions. We strive to become the premier provider of products & services for our customers across the region, engaging at the senior management level in a vision-setting, business outcomes-focused, value-added capacity.

The Strategic Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business with strategic accounts. In addition, the Account Manager brings a “Point of View” to Customer engagement; orchestrates all resources to solve customer problems with appropriate Wind River products and Services, with accountability for increasing revenue of all

Wind River solutions through Software License and Customer Success Engagement and retention activities such as Consulting, Enablement Services and Education Services.

Responsibilities & Accountabilities Account and Customer Relationship Management

• Annual Revenue – Accurately forecast expected revenue and achieve/exceed quota targets.
• C Level access – ability to access and drive meaningful engagements with C Level stakeholders, involving Wind River Executive Sponsors.
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develops relationships in new and existing (parts of) customers businesses’ and leverage them to drive strategy through the organization.
• Political acumen – ability to understand Customer’s power-map, internal and external influencers.
• Trusted advisor - Establishes strong management and C-level relationships based on knowledge of customer requirements and commitment to deliver value.
• Understand assigned customers technology footprint, strategic growth plans, technology strategy and competitive landscape. Review and analyze public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
• Accurate customer and prospects' priorities and pain points. Utilize benchmarking and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management

• Pipeline growth – Follow a disciplined approach to and meet weekly funnel-add targets. Keep SFDC updated in real time.
• Pipeline partnerships – Leverage support organizations, including Marketing, inside sales, SDRs, and Partners, to increase pipeline into the assigned territory.
• Leverage Wind River Solutions – Be proficient in and bring all Wind River offers to bear on sales pursuits such as VxWorks, Wind River Linux, Simics, eLxr, and Wind River Studio.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support relevant Wind River promotions and events in the territory.

Qualifications

• Minimum of 12 years of experience in enterprise software sales, with a strong focus on Linux-based solutions.
• selling into Product Management and/or Engineering and/or IT organizations.
• Track Record: Demonstrated track record of growing sales and exceeding booking targets selling software to large enterprise Product Management and/or Engineering and/or IT organizations
• Industry Knowledge: In-depth knowledge of the enterprise Linux market and industry trends. Understanding of cloud and edge computing technologies and their impact on enterprises
• Skills: Exceptional communication, negotiation, and relationship-building skills. Ability to articulate technical concepts to non-technical stakeholders.
• Bachelor degree in Business, Computer Science, or a related field. An MBA or equivalent advanced degree is a plus.
• Technical Acumen: Strong understanding of Linux operating systems, cloud and edge computing, and enterprise IT environments. Ability to quickly learn and adapt to new technologies and solutions.
• Travel: Willingness to travel as needed to meet with clients and attend industry events, with a flexible approach to work schedules.
• Must be legally able to work in the United States without requirement of any type of visa sponsorship or transfer, now or at any time in the future.

What We Offer

• The opportunity to shape the future of industrial, medical, automotive, telecommunications, aerospace, government, and defense solutions with cutting-edge technology.
• Competitive Salary: Attractive base salary with performance-based incentives - UNCAPPED Plan.
• Benefits: Comprehensive benefits package including health, dental, vision, and retirement plans.
• Growth Opportunities: Opportunities for professional development and career advancement within a leading technology company.
• Innovative Environment: Work with cutting-edge technology and a team of passionate professionals dedicated to driving innovation.

Compensation

This role is part of WR Sales organization and has an On Target Earnings (OTE) consisting of 50% base salary plus a 50% variable commission. Currently $295,800 to $332,300 OTE - $325,600 to $415,700 OTE for SF Bay Area, Seattle, Boston, NYC, and Washington, DC, residents. Compensation is determined through interviews and a review of the education, experience, knowledge, skills, location, and abilities of the applicant, and equity with other team members. Employees in this role are also eligible for the following benefits in accordance with the terms of the Company's plans: health, dental, vision insurance, life insurance, flex time off, eligibility to enroll in 401k, and 12 paid holidays.

APPLICANT PRIVACY NOTICE:

Your privacy is of the utmost importance to us. At Wind River, we strictly adhere to all applicable data privacy laws. Please review Wind River's Applicant Privacy Notice, which can be found here.

Wind River is an Equal Opportunity Employer with a commitment to diversity. We prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.