Strategic Account Manager - Enterprise Sales

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. 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

Prospecting, qualifying, selling and closing new business with strategic accounts; Bringing a Point of View to Customer engagement; Orchestrating all resources to solve customer problems with appropriate Wind River products and Services; 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; Accurately forecast expected revenue and achieve/exceed quota targets; Access and drive meaningful engagements with C Level stakeholders, involving Wind River Executive Sponsors; Develop effective and specific account plans to ensure revenue target delivery and sustainable growth; Develop relationships in new and existing customers’ businesses and leverage them to drive strategy through the organization; Understand customer’s power-map, internal and external influencers; Establish 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 for the company and its competitors to remain updated on key industry trends and issues impacting the prospect; Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles; Accurately identify customer and prospects' priorities and pain points; Utilize benchmarking and ROI data to support the customer’s decision process; Follow a disciplined approach to and meet weekly funnel-add targets; Keep SFDC updated in real time; Leverage support organizations, including Marketing, inside sales, SDRs, and Partners, to increase pipeline into the assigned territory; 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

Requirements

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; Demonstrated track record of growing sales and exceeding booking targets selling software to large enterprise Product Management and/or Engineering and/or IT organizations; In-depth knowledge of the enterprise Linux market and industry trends; Understanding of cloud and edge computing technologies and their impact on enterprises; 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; 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; 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.

Nice to have

MBA or equivalent advanced degree

Benefits

The opportunity to shape the future of industrial, medical, automotive, telecommunications, aerospace, government, and defense solutions with cutting-edge technology; Attractive base salary with performance-based incentives - UNCAPPED Plan; Comprehensive benefits package including health, dental, vision, and retirement plans; Opportunities for professional development and career advancement within a leading technology company; Work with cutting-edge technology and a team of passionate professionals dedicated to driving innovation; Health, dental, vision insurance, life insurance, flex time off, eligibility to enroll in 401k, and 12 paid holidays