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’veachieved 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 wherethelived 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,sellingand 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 appropriateWind Riverproducts 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 relationshipsinnew and existing customers andleveragethem to drive strategy through the organization.
• Organizational acumen – ability to understand Customer’s power-map, internal and external influencers.
• Trusted advisor -Establishesstrong management and C-level relationships based on knowledge of customer requirements and commitment to value (value of counsel andexpertise, the value of solutions, the value of implementationexpertise). Build a foundation to harvest future business opportunities andaccurateaccount information and coaching.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technologystrategyand 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 issuesimpactingthe 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 decisionprocess

**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 softwareor 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 ofsuccessselling solutions to new and existing customers.
• Strong hunting and prospecting skills.
• Excellent listening,presentationand public speaking skills.
• Excellent written and verbal communication skills.
• Excellent organizational skills.
• Experience usingSalesforce.coma plus.
• Self-motivatedindividualwho can work well on their own or in a team.
• Ability to manageownarea 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.
• Mastersdegree 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 Riverat www.windriver.com.

APPLICANT PRIVACY NOTICE:

Your privacy is of the utmost importance to us.At Wind River, westrictlyadhere toallapplicable data privacy laws. Please review Wind River’s Applicant Privacy Notice, which can be found here

Security ClearanceRequirements

Successful candidates must engage in a security clearance processin regards totheir citizenshipin order toperform fundamental job duties, as perapplicable law. In particular, candidates with certain citizenship may not be able to perform such fundamental job duties. Currently, this includes citizensof 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 clearanceprocess 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 thefundamental job duties. Wind Riveris committed to meeting its obligations to candidates under applicable human rights law and privacy law in thisregard.

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.