Strategic Account Manager

Strategic Account Manager, Telco Sector. 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. 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 territory 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 report opportunity status and forecast revenue on a quarterly and annual basis

Requirements

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; Must reside in Greater Dallas area with ability to be present on site; United States Citizenship or Permanent Resident of the U.S. required

Nice to have

MBA; EE/CS degree; Cloud and Open-Source software industry experience

Benefits

Hybrid work model; Comprehensive health, dental, and life insurance; Vision insurance; Short and long-term disability coverage; RRSP matching; Flexible time-off policies; Employee assistance program; Learning benefits including LinkedIn Learning subscription and seminars; Eligibility to enroll in 401k; 12 paid holidays