Strategic Account Manager - Telco

ABOUT WIND RIVER

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. In Telco, we are recognized as the leader in Telco Cloud solutions, particularly in the highly strategic edge compute and ORAN space. We’ve partnered with the likes of Verizon, Telus, and DISH/Boost in building the largest Open RAN networks in the world and have become the de facto CaaS solution for ORAN/vRAN in the industry.

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

Reports to: Regional Director of Telco, Americas

The Americas Telco 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 select Communications Service Provider customers across the 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 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.

Responsibilities

• Develop, build and grow an effective presence as a trusted advisor within target accounts and become a trusted advisor to all customer touch points
• Develop strategic account plans and opportunity plans focused on growth and sustainable, recurring revenue streams
• Utilize a team approach to execute account level and opportunity level strategies
• Align internal resources (Engineering, Professional Services, Product Management, Customer Success) to execute against vision and strategy
• Evangelize Wind River’s solution portfolio throughout the entire account to uncover new growth opportunities
• Position Wind River in all direct sales engagements, negotiations and RFPs
• Understand client business models and technology challenges
• Leverage Wind River’s strategic partner ecosystem and collaborate on mutually successful sales strategies
• Participate in industry events for relationship building and new opportunity discovery
• Collaborate with global sales colleagues to establish and share best practices for continuous improvement
• Accurately forecast revenue on a quarterly and annual basis

ABOUT YOU

Core Competencies, Demonstrated Success & Qualifications

• Comprehensive understanding of the Telco & Networking sector gained through a minimum of 10 years of experience within account management, ideally in the Cloud and Open-Source software industry
• Major account planning experience involving the negotiation of multi-$M committed deals
• Experience as an individual contributor, consistently exceeding assigned quota
• Ability to work effectively with internal stakeholders and senior management
• Ability to operate in a matrix environment
• Deployment of solution selling sales approach to technical and executive-level decision makers, using creative business thinking and thought leadership
• Proven experience dealing with complex business and software development processes
• Outstanding communication and interpersonal skills
• Bachelor’s Degree (EE/CS preferred), MBA preferred but not required
• Ability to travel up to 30% throughout Canada, possibly Europe
• Must be a Canadian citizen residing within this location with ability to be present on site 3 days/week.

Desirable Personal Characteristics

• Drive, Passion, Curiosity
• Emotional Intelligence and Connecting Skills
• Team Player
• Strong Leadership
• Focused and Committed
• Written Planning, Analytical & Organizational Skills
• Outstanding Communication

BENEFITS

• Flexible home office! We offer the flexibility of a hybrid work schedule or 100% remote
• Named Top Workplace for the 8th year in a row
• 100% Employee covered Medical, Dental, and Vision insurance*
• Flexible Time Off policy* + 12 observed Holidays
• 401K with company match
• Health Savings Account (HSA) and Flexible Spending Account (FSA)
• Wellness Benefits through Unmind

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.

“Wind River is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, disability status, protected veteran status or any other characteristic protected by law”

#LI-JP1

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.

Diversity is foundational for Wind River’s business success. We want to be a workplace of choice for all people and we value the unique perspectives offered by a diverse workforce. Wind River does not unlawfully discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, citizenship, disability, protected veteran status, age, ancestry, medical condition, genetic information, marital status, pregnancy, or any other legally protected status. This principle applies to all areas of employment: recruitment and hiring, training, performance evaluations, promotions and transfers, compensation and benefits, and social and recreational programs.

Wind River desires to be an employer of choice with an inclusive environment for all individuals. As part of this goal and in compliance with various laws and regulations, Wind River provides reasonable accommodation to applicants and employees. Requests for reasonable accommodation for applicants and employees are examined on a case-by-case basis. Please let us know if you need a reasonable accommodation for any part of the application, interviewing, hiring or at any other time during the employment process. You can email us at: benefits@windriver.com . Please do not include personal medical information in the email.

More information about federal laws that prohibit job discrimination can be found at:

www1.eeoc.gov/employers/poster.cfm

www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCPEEOSupplementFinalJRFQA_508c.pdf