Strategic Account Manager – NA Automotive Software

Strategic Account Manager – NA Automotive Software

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Location: U.S Remote/West Coast preferred.

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, 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.

About the Opportunity: The Americas Commercial Sales Team ensures customers are engaged in collaborative & strategic long‑term partnerships allowing them to unlock the full potential of Wind River solutions.

With Whom You Will Work: The Strategic Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business with net‑new Auto customers in North America. The 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 License and Customer Success Engagement and retention activities such as Consulting, Enablement Services and Education Services.

• Annual Revenue - Achieve/exceed quota targets.
• C Level access – ability to access C Levels involving Wind River Executive Sponsors.
• Sales strategies - Developes effective and specific account plans to ensure revenue target delivery and sustainable growth.
• 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.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape.
• 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.

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and move the Sales Cycle.
• Pipeline partnerships – Leverage support organizations, including Marketing, inside sales, SDRs, and Partners, to funnel pipeline into the assigned territory.
• Leverage Wind River Solutions – Be proficient in and bring all Wind River offers to bear on sales pursuits such as VxWorks, Wind River Linux, Simics and Wind River Studio.
• Advance and close sales opportunities – through the successful execution of the sales strategy and roadmap.
• Support all Wind River promotions and events in the territory.

• The ideal candidate should have 10+ years of quota‑bearing sales experience, ideally selling into Product Management and/or Engineering organizations within the automotive industry.
• Experience with Linux and open‑source software or software development, including ecosystem experience is required.
• Experience with automotive software development toolsets, requirements and software specifications, etc. a plus.
• Embedded software sales and OEM marketplace experience 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  a plus.
• Self‑motivated individual who can work well on their own or in a team.
• Ability to…