Strategic Account Manager

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, defence, 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 Strategic Industries Sales Team is engaged in both collaborative & strategic long-term partnerships allowing them to unlock the full potential of Wind River solutions, and building new business of the near and far future. We strive to become the premier provider of products & services for our customers, engaging at the senior management level in a vision-setting, business outcomes-focused, value-added capacity.   

The Enterprise Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business within new and existing customers Germany, Austria and some other key markets to be agreed. In addition, the Enterprise Account Manager brings a “Point of View” to Customer engagement; uses 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 Subscriptions and Licensing, Customer Success Engagement, Professional Services and retention activities such as Consulting, Enablement and Education Services. 

HOW YOU WILL CONTRIBUTE  

  Account and Customer Relationship Management  

·       Annual Revenue - Achieve/exceed quota targets.   

·       C Level access – ability to access C Levels involving Wind River Executive Sponsors.  

·       Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage them to drive strategy through the organization.   

·       Organizational 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). Build 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 analyse 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  

ABOUT YOU:     

·       Attitude is everything. 

·       German language fluency is a pre-requisite

·       English required

·       Additional languages are beneficial

·       The ideal candidate should have 5+ years of quota-bearing sales experience, ideally selling into decision makers across relevant industries across the region.     

·       Experience with Linux and open-source software or software development an advantage. 

·       Experience with Cloud Platforms such as VMware and enterprise software such as Redhat. 

·       Embedded software sales 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. 

·       Strong hunting and prospecting skills.  

·       Excellent listening, presentation and public speaking skills.  

·       Excellent written and verbal communication skills.  

·       Excellent organizational skills.  

·       Experience using Salesforce.com a plus.  

·       Self-motivated individual who can work well on their own or in a team.   

·       Ability to manage own area and introduce tailored customer solutions to drive sales forward.  

·       Excellent communication skills with a friendly approach to problem-solving.   

·       Ability to work under pressure with excellent attention to detail. 

·       Masters degree or equivalent in business administration or computer science 

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                 

Security Clearance Requirements  

Successful candidates must engage in a security clearance process in regards to their citizenship in order to perform fundamental job duties, as per applicable law. In particular, candidates with certain citizenship may not be able to perform such fundamental job duties. Currently, this includes citizens of the following countries: Belarus; Burma; China; Cuba; Iran; North Korea; Syria; Venezuela; Afghanistan; Cambodia; Central African Republic; Cyprus; Democratic Republic of Congo; Ethiopia; Eritrea; Haiti; Iraq; Lebanon; Libya; Russia; Somalia; South Sudan; Sudan; Zimbabwe. The security clearance process may take a significant amount of time to complete, and any offer of employment will be contingent on the candidate's legal ability to perform the fundamental job duties. Wind River is committed to meeting its obligations to candidates under applicable human rights law and privacy law in this regard.   

Privacy Notice - Active Candidates: https://www.aptiv.com/privacy-notice-active-candidates

Aptiv 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.