Strategic Account Manager
About the job
SummaryBy Outscal
Wind River seeks a Strategic Account Manager with 10+ years of experience selling into Product Management and/or Engineering organizations, particularly in embedded software and OEM markets. Strong consultative sales skills, a proven track record of success, and the ability to build relationships with C-level executives are essential. Experience in the industrial and medical sectors is highly valued.
Description
ABOUT WIND RIVER
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 EMEA Industrial & Medical 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 EMEA region, engaging at the senior management level in a vision-setting, business outcomes-focused, value-added capacity.
Interface & Collaboration
The Strategic Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business with a, or a few, 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
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 value (value of counsel and expertise, the value of solutions, the value of implementation expertise). Builds a foundation to harvest future business opportunities and accurate account information and coaching.
- Customer Acumen - Actively understand each customer’s 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.
- Business Planning – Develop and deliver a comprehensive business plan to address 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 planning – Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and move the Sales Cycle.
- Pipeline partnerships – Leverage support organizations, including Marketing, inside sales, SDRs, and Partners, to funnel 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 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.
ABOUT YOU
Qualifications
- The ideal candidate should have 10+ years of quota-bearing sales experience, selling into Product Management and/or Engineering organizations as well as into IT departments.
- Embedded software sales and OEM marketplace experience a plus.
- Demonstrated success using a consultative, solutions/value-oriented sales approach and team selling environment.
- Evidence of success selling solutions to new and existing customers.
- A growth mindset, always looking for new ways to grow the business
- Excellent listening, presentation and public speaking skills.
- Excellent written and verbal German & English communication skills. Additional languages are beneficial.
- Motivated to continuously develop personal skills and expertise
- Experience using Salesforce.com a plus.
- Self-motivated individual who can work well on their own and in a team.
- Ability to work under pressure with excellent attention to detail.
What We Offer
- A leadership role at the helm of one of the most critical and innovative business units within Wind River.
- The opportunity to shape the future of industrial, medical, automotive, telecommunications, aerospace, government, and defense solutions with cutting-edge technology.
- A dynamic, forward-thinking work culture that values innovation, performance, and growth.
- Competitive compensation package, including comprehensive benefits and opportunities for professional development.
