Sales Account Director – Large Deals Team

at  Wind River

JOB OVERVIEW:

We are seeking an experienced and dynamic Sales Account Director to join our Large Deals Team, focused on selling Wind River Operator, VxWorks, and eLxr solutions. This role is designed for a sales professional with a proven track record of closing large-scale deals (>$10M TCV), strong experience in collaborating with partners to deliver complex solutions, and a deep understanding of enterprise sales.
The ideal candidate will have over 15 years of experience selling into Enterprise accounts, with additional expertise in Industrial, Telco, Automotive, and Government sectors. As part of this team, you will drive 10-15 large-scale engagements annually, supporting transformative initiatives in industries critical to our growth strategy.

REQUIRED QUALIFICATIONS:

• Experience:
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• Minimum of 15 years in enterprise sales, with a proven track record of consistently closing $10M+ TCV deals.

• Demonstrated success in selling complex solutions in Enterprise, with additional experience in Industrial, Telco, Auto, and Government.
• Experience working with partners to design and deliver complex, multi-stakeholder solutions.
• Domain Expertise:
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• Deep understanding of cloud-native technologies, real-time operating systems (RTOS), and hybrid environments.

• Familiarity with Wind River solutions, including Operator, VxWorks, and eLxr, is highly preferred.
• Skills:
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• 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.
• Mindset:
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• 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.

PREFERRED QUALIFICATIONS:

• 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.

• Large Deals Strategy & Execution:
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• Develop and execute sales strategies for high-value opportunities ($10M+ TCV).

• Drive adoption of Wind River’s Operator, 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.
• Partner Collaboration:
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• 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.
• Customer Engagement:
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• 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.
• Market Focus:
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• Focus on 10-15 large engagements annually across industries such as Automotive, Telco, Industrial, and Enterprise.

• Prioritize Enterprise sales as a core competency while leveraging expertise in Industrial, Telco, Auto, and Government sectors.
• Team & Pipeline Management:
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• Collaborate with the Large 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.