Director, Strategic Engagements
Job Summary
Job Description
The Director, Strategic Engagements role involves leading large deals and strategic opportunities, focusing on cloud and embedded software solutions like Wind River Cloud Platform and VxWorks. Key responsibilities include developing and executing sales strategies for high-value opportunities (>$10M TCV), driving adoption of Wind River solutions, identifying strategic opportunities, acting as primary account owner, collaborating with partners, building relationships with executives, presenting solutions, and leading contract negotiations. The role also involves focusing on 10-15 large engagements annually, prioritizing Enterprise sales, and collaborating with the Large Deals Team.
Must have:
- 15+ years in enterprise sales, closing $10M+ deals.
- Experience selling complex solutions to Enterprise customers.
- Experience working with partners on complex solutions.
Good to have:
- Experience in Financial Services, Automotive, Telco, or Industrial sectors.
- Knowledge of Kubernetes, microservices, and containerization technologies.
Perks:
- Flexible home office.
- 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)
5 skills required
Job Details
Description
Director, Strategic Engagements
Job Overview:
We are seeking an experienced and dynamic large deals pursuit leader. This role entails pursuit of larger and or strategic opportunities with direct customers or partners. this role will take advantage of our our cloud and embedded software portfolio such as our Wind River Cloud Platform, VxWorks, embedded Linux and eLxr commercial Debian Linux. This role is designed for a sales professional with a proven track record of closing large-scale deals (>$10M TCV), strong experience in collaborating with partners to deliver complex solutions, and a deep understanding of enterprise sales.
We are seeking an experienced and dynamic large deals pursuit leader. This role entails pursuit of larger and or strategic opportunities with direct customers or partners. this role will take advantage of our our cloud and embedded software portfolio such as our Wind River Cloud Platform, VxWorks, embedded Linux and eLxr commercial Debian Linux. This role is designed for a sales professional with a proven track record of closing large-scale deals (>$10M TCV), strong experience in collaborating with partners to deliver complex solutions, and a deep understanding of enterprise sales.
The ideal candidate will have over 15 years of experience selling into Enterprise accounts, with additional expertise in Industrial, Financial Services, Pharma, Manufacturing, Telco, Automotive, and Government sectors. As part of this team, you will drive 5-10 large-scale engagements annually, supporting transformative initiatives in industries critical to our growth strategy.
Key Responsibilities:
- Large Deals Strategy & Execution:
- Develop and execute sales strategies for high-value opportunities ($10M+ TCV).
- Drive adoption of Wind River’s Operator, VxWorks, and eLxr solutions within target industries.
- Identify and qualify strategic opportunities to the above vertices
- Act as the primary account owner, orchestrating resources and partnerships to deliver results.
- Partner Collaboration:
- Collaborate with strategic partners to design and deliver complex, integrated solutions that meet customer needs.
- Leverage partner ecosystems to enhance the value proposition of Wind River’s offerings in competitive environments.
- Customer Engagement:
- Build trusted relationships with C-suite executives, technical stakeholders, and business decision-makers.
- Present Wind River’s solutions in the context of business value, demonstrating ROI and alignment with customer goals.
- Navigate complex sales cycles and lead contract negotiations to closure.
- Market Focus:
- Focus on 10-15 large engagements annually across industries such as Automotive, Telco, Industrial, and Enterprise.
- Prioritize Enterprise sales as a core competency while leveraging expertise in Industrial, Telco, Auto, and Government sectors.
- Team & Pipeline Management:
- Collaborate with the Large Deals Team to share insights, coordinate efforts, and maintain visibility on progress.
- Accurately forecast sales opportunities, using CRM tools to track progress and maintain disciplined pipeline management.
Required Qualifications:
- Experience:
- Minimum of 15 years in enterprise sales, with a proven track record of consistently closing $10M+ TCV deals.
- Demonstrated success in selling complex solutions in Enterprise, with additional experience in Industrial, Telco, Auto, and Government.
- Experience working with partners to design and deliver complex, multi-stakeholder solutions.
- Domain Expertise:
- Deep understanding of cloud-native technologies, real-time operating systems (RTOS), and hybrid environments.
- Familiarity with Wind River solutions, including Operator, VxWorks, and eLxr, is highly preferred.
- Skills:
- Exceptional strategic selling skills with the ability to position technical solutions to solve business challenges.
- Strong relationship-building capabilities with customers, partners, and internal teams.
- Excellent presentation, negotiation, and communication skills.
- Mindset:
- Results-driven with a passion for driving large-scale engagements and complex sales.
- Highly collaborative, with the ability to work cross-functionally in a fast-paced environment.
Preferred Qualifications:
- Proven experience in selling to Enterprise customers is a must-have.
- Experience in Financial Services, Automotive, Telco, Industrial, or Government sectors is highly desirable.
- Knowledge of Kubernetes, microservices architecture, and containerization technologies is a plus.
Compensation and Benefits:
- Competitive base salary with uncapped commission potential.
- Comprehensive benefits package, including health insurance, retirement plans, and stock options.
- Opportunity to be part of a high-impact Large Deals Team driving transformative solutions across key industries.
About Wind River:
Wind River is a global leader in delivering software for mission-critical intelligent systems. For over four decades, we have been at the forefront of innovation, enabling customers across industries to tackle complex challenges and achieve their goals. Our industry-leading solutions, including Wind River Operator, Wind River Developer, VxWorks, and eLxr, are trusted by the world’s top organizations in Telecommunications, Automotive, Industrial, Aerospace & Defense, and Enterprise sectors.
Wind River is a global leader in delivering software for mission-critical intelligent systems. For over four decades, we have been at the forefront of innovation, enabling customers across industries to tackle complex challenges and achieve their goals. Our industry-leading solutions, including Wind River Operator, Wind River Developer, VxWorks, and eLxr, are trusted by the world’s top organizations in Telecommunications, Automotive, Industrial, Aerospace & Defense, and Enterprise sectors.
At Wind River, we are committed to empowering our customers to thrive in a connected, intelligent world by providing cutting-edge technologies and unparalleled support. Join us in driving innovation and making a lasting impact on industries that matter most.
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
- Wind River’s commitment to DEIB
- 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
Compensations
The annual base salary range for this role’s listed grade level is $201,600 to $275,000 for Colorado, New York, SF Bay Area and New Jersey residents. Salary ranges are 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
OUR COMMITMENT TO DIVERSITY
Wind River is committed to providing employees with a work environment free of discrimination and harassment. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, national, social, or ethnic origin, age, physical, mental, or sensory disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, HIV status, family medical history or genetic information, family or parental status including pregnancy, or any other status protected by the laws or regulations in the locations where we operate. Wind River will not tolerate discrimination or harassment based on these characteristics.
To learn more, visit Wind River at www.windriver.com.
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.
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