Strategic Account Manager - Telco

at  Wind River

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.

THE JOB:

The Wind River telco sales team is a power-house 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 ARE THE REQUIREMENTS:

• 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

WHAT YOU’LL DO:

Reporting to the VP of Telco Sales, EMEA, the role will have responsibility for
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 European Telco market targeting network infrastructure and telco cloud supporting both ORAN and other network workloads. You will also work collaboratively with the Wind River telco Ecosystem consisting of Major NEPS such as Samsung, Nokia, Fujitsu, and Ericsson but also HW providers such as Intel, Dell, and HPE.

WHAT WILL YOU DO:

• 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

• Inspire 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