Regional Account Manager

Regional Account Executive - Strategic Industries

Location: UK Remote


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.

• 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 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

• 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 Wind River Linux, ElxrPro, Wind River Cloud Platform, and associated Professional Services.
• 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

• Attitude is everything.
• The ideal candidate should have 10+ years of quota-bearing sales experience, ideally selling into decision makers across relevant industries in the UK/I.
• 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.
• 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.
• Ability to work under pressure with excellent attention to detail.
• Masters degree or equivalent in business administration or computer science

• Health and life insurance: Wind River provides a company-sponsored life insurance offering x3 base salary cover, from the first day of employment.
• Income protection: Wind River offers company-sponsored permanent health insurance from the first day of employment
• Healthcare: Company-funded healthcare is available to all employees, including vision care and Dental
• Holidays: Employees benefit from 25 days of annual holiday, plus 8 public holidays. You will also receive your birthday off!
• Wind Gives Back: All employees are encouraged to take advantage of five paid days each year to volunteer with not-for-profit community organisations or activities in their communities.
• Pension: Employees are auto-enrolled in a Group Personal Pension Plan
• And more!