Strategic Account Manager - Telco

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.

ABOUT THE OPPORTUNITY

Strategic Account Manager, Telecoms & Networking Sector - Mediterranean
Reports to: VP EMEA Telco

The Job:

The Wind River telco sales team is a powerhouse in our organization, ensuring customers engage in collaborative and strategic, long-term partnerships, allowing them to unlock the full potential of Wind River solutions.

We are looking for a Strategic Account Manager with a strong 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 had real presence, exceptional communication and interpersonal skills and an ability to forge long lasting customer relationships.

What you'll do:

Reporting to the VP of Telco Sales, EMEA, the role will have responsibility for consolidating, developing, fostering and maintaining long term strategic business relationships in key target accounts.

The ultimate goal is for Wind River to be the premier provider of Distributed Edge Cloud solutions and services within the Mediterranean Telco market targeting network infrastructure and telco cloud supporting both Oran, Core and any other network workloads. You will also work collaboratively with the Wind River telco Ecosystem consisting of Major NEPs, but not limited to, such as Samsung, Nokia, Fujitsu, and Ericsson including also HW providers such as Intel, Dell, and HPE.

• Develop, build and grow strong presence within target accounts and become a trusted advisor to all customer touch points
• Establish long-terms sales and account management strategy as well as implanting tactical approaches to realize that strategy
• Drive the field teams (Engineering, Pre- Sales, Customer Success) to execute passionately against that vision.
• Position Wind River in all direct sales engagement, negotiations and RFPs.
• Understand client business models, including technology problems they have and working to solve
• Create and drive strategic revenue growth plans through a solution selling sales plans
• Collaborate with Global sales colleagues to establish and share best practices for continuous improvement

• A team of colleagues across Wind River, supporting you to achieve your strategic vision and revenue goals. This will include pre-sales technical experts, professional services, management, post-sales technical support and dedicated sales administration.
• Telco sales teams within Wind River, collaborating on best practices, sales enablement and tools to effectively execute company goals and revenue targets
• You will engage with both internal and external senior executives to review business

• Strong and comprehensive understanding of the Telco & Networking sector, gained through a minimum of 10 years of experience within sales and account management (ideally in the Cloud and Open-Source software business)
• Major account planning experience, involving the negotiation of large deals
• Significant experience as an individual contributor, consistently exceeding assigned quota
• Ability to work effectively with senior management.
• Ability to operate in a matrix environment.
• Deployment of solution-selling sales approach to technical and executive-level decision makers, using creative business thinking and thought leadership
• Proven experience dealing with complex business and software development processes
• Strong communication and interpersonal skills

• Drive, Passion, Curiosity
• Honest with High Integrity
• Team Player
• Strong Leadership
• Focused and Committed
• Planning & Organizing
• Communication