9194 - Strategic Account Manager – Telco

ABOUT THE OPPORTUNITY

The European Industrial Sales Team ensures customers are engaged in collaborative & strategic long-term partnerships allowing them to unlock the full potential of Wind River solutions.

We strive to become the premier provider of products & services for our European customers, engaging at the senior management level in a vision-setting, business outcomes-focused, value-added capacity.

Interface & Collaboration The Strategic Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business with existing and net new Telco customers in Germany In addition, the 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 License and Customer Success Engagement and retention activities such as Consulting, Enablement Services and Education Services.

Responsibilities 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 - Develops 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.

• Political 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).

Builds 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 analyze 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.

Demand Generation, Pipeline and Opportunity Management

• 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.

ABOUT YOU Qualifications

• The ideal candidate should have 7+ years of quota-bearing sales experience, ideally selling into Product Management and / or Engineering organizations.
• 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 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.

What We Offer

• A leadership role at the helm of one of the most critical and innovative business units within Wind River.
• The opportunity to shape the future of industrial, automotive, telecommunications, aerospace, government, and defense solutions with cutting-edge technology.
• A dynamic, forward-thinking work culture that values innovation, performance, and growth.
• Competitive compensation package, including comprehensive benefits and opportunities for professional development.
Vor 30+ Tagen