EMEA Partner Director (f/m/d)

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. 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.

YOUR ROLE
EMEA Director Strategic Partnerships & Routes to Market is responsible for designing, leading, and scaling a partner-led go-to-market model across region. This role is an overlay to regional sales organizations, accountable for driving incremental revenue and market share through strategic partnerships and alternative routes to market (sell-to, sell-through, and sell-with).

You will own a proxy P&L for the partner route-to-market, ensuring that partner-sourced and partner-influenced revenue, profitability, and marketing investments are optimized. This leader will fuse commercial rigor with brand and marketing alignment, developing joint value propositions and co-marketing strategies with key partners such as global SIs, ISVs, VARs, distributors, MSPs, and technology alliances.

Key Responsibilities:
Strategic Deals Strategy & Execution

• Develop and execute sales strategies for high-value opportunities ($10M+ TCV).
  Drive adoption of Wind River's Cloud Platform, VxWorks, and eLxr solutions within target industries.
• Identify and qualify strategic opportunities in Enterprise, Auto, Telco, Industrial, and Government verticals.
• Act as the primary account owner, orchestrating resources and partnerships to deliver results.

• Collaborate with strategic partners to design and deliver complex, integrated solutions that meet customer needs.
• Leverage partner ecosystems to enhance the value proposition of Wind River's offerings in competitive environments.

• Build trusted relationships with C-suite executives, technical stakeholders, and business decision-makers.
• Present Wind River's solutions in the context of business value, demonstrating ROI and alignment with customer goals.
• Navigate complex sales cycles and lead contract negotiations to closure

• Collaborate with the Strategic Deals Team to share insights, coordinate efforts, and maintain visibility on progress.
• Accurately forecast sales opportunities, using CRM tools to track progress and maintain disciplined pipeline management.

• Minimum of 15 years in enterprise sales, with a proven track record of consistently closing $10M+ TCV deals.
• Demonstrated success in selling complex solutions with Partners, with additional experience in Industrial, Telco, Auto, and Government.
• Experience working with partners to design and deliver complex, multi-stakeholder solutions.

• Deep understanding of cloud-native technologies, real-time operating systems (RTOS), and hybrid environments.
• Familiarity with Wind River solutions, including Cloud Platform, VxWorks, and eLxr, is highly preferred.

• English language proficiency. French and German
• Exceptional strategic selling skills with the ability to position technical solutions to solve business challenges.
• Strong relationship-building capabilities with customers, partners, and internal teams.
• Excellent presentation, negotiation, and communication skills.

• Results-driven with a passion for driving large-scale engagements and complex sales.
• Highly collaborative, with the ability to work cross-functionally in a fast-paced environment.

• Proven experience in selling to Enterprise customers is a must-have.
• Experience in Automotive, Telco, Industrial, or Government sectors is highly desirable.
• Knowledge of Kubernetes, microservices architecture, and containerization technologies is a plus.

• Competitive base salary with uncapped commission potential.
• Comprehensive benefits package, including health insurance, retirement plans, and stock options.
• Opportunity to be part of a high-impact Strategic Deals Team driving transformative solutions across key industries