Strategic Account Manager

WIND RIVER

In today's fast-paced, software-driven world, Wind River is at the forefront of pioneering technology that empowers the world's top companies to develop mission-critical intelligent systems. Our innovative software solutions are fueling the new machine economy and driving digital transformation across various industries, including aerospace, automotive, defense, industrial, medical, and telecommunications.

ABOUT THE OPPORTUNITY

We are looking for a Strategic Account Manager with a successful entrepreneurial background and proven track record of achieving targets and building client trust. The successful candidate will be required to engage clients at the most senior levels and must therefore have an executive presence, exceptional communication and interpersonal skills and an ability to forge long lasting customer relationships.

INTERFACE & COLLABORATION

• Collaborate with Pre Sales, Professional Services, Management, Post Sales technical support etc. to manage and increase the share of pie with existing customers and to generate new customers, market demands and develop business for Wind River solutions.
• Collaborate with global sales colleagues to establish and share best practices for continuous improvement
• Collaborating closely with the Product Management and Engineering teams to address customer requirements and resolve product issues.

• Focussed on Southeast Asia-Thailand, Vietnam, Malaysia, Singapore, and the Philippines markets
• The role will spearhead new customer acquisition in both telco and enterprise segments, building a healthy pipeline
• Accelerate go-to-market execution in cloud deals 2. Enable knowledge transfer to existing team members 3. Strengthen capability in selling complex cloud solutions
• Planning and setting strategic initiatives for Cloud Platform, Embedded (VxWorks), and Enterprise Linux Operating System business opportunities across market
• Drive business growth across Cloud, Embedded (VxWorks), and Wind River solutions
• Develop, build and grow an effective presence within target accounts and become a trusted advisor to all customer touch points
• Establish long-terms sales and account management strategy and implement tactical approaches to realize that strategy
• Inspire the field teams (Engineering, Pre- Sales, Customer Success) to execute passionately against vision and strategy
• Position Wind River in all direct sales engagements, negotiations and RFPs
• Understand client business models and technology challenges
• Create and drive strategic revenue growth plans through solution selling sales plans
• Leverage Wind River's strategic partner ecosystem and collaborate on mutually successful sales strategies

• Core Competencies & Demonstrated Success
• Minimum 10+ years' experience selling software products/services
• Comprehensive understanding of the Embedded (VxWorks), Cloud and Linux market with a minimum of 10+ years of experience within account management,
• The role encompasses Sales and BD activities, including closing orders, exploring new customers, achieving sales targets, fostering strong relationships with major customers.
• A successful candidate should have a proven track record of increasing deal sizes and developing new business independently.
• Major account planning experience involving the negotiation of multi-$M deals
• Ability to work effectively with senior management
• Ability to operate in a matrix environment
• Ability to accurately assess and align with customer requirements.
• Self-disciplined team player with a proactive attitude.
• Ability to leverage and coordinate resources effectively to maximize results.