Market Development Specialist- AI and Incubation Team

Aptiv•San Diego, CA

About The Position

Market Development Specialist – AI and Incubation Team 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. 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. 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. Wind River is looking for top talent to discover, create vision and build our next generation of products within its AI and Incubation team. We have a strong foundation of products within the embedded and cloud software space to build on and take to the next level of technology with AI at the EDGE. This is your chance to get in on the ground floor of that journey and to build a business within Wind River and Aptiv (our parent company). 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 respect for individuals, come join us and help advance the future software defined world. YOUR ROLE Wind River seeks an outstanding Market Development Specialist to join our new elite AI and Incubation team. This is a pivotal role and demands a rare blend of strategic/business insight, technical knowledge, exceptional communication and negotiation skills. The ideal candidate will drive the adoption of EDGE AI in multiple business verticals, identify/create commercial value to Wind River, and help build this business from the ground up. You will report directly to the Vice President of AI and Incubation and work closely with the rest of the Product Management team in building this business. You will be supported by technical sales, eco-system partnerships, and dedicated product engineering. Travel will be required. The Market Development Specialist will be responsible for leading and driving the business development lifecycle from business opportunity identification to proposal submission and contract award. This individual will develop and execute strategic capture plans, identify and qualify new business opportunities, and ensure the successful pursuit of key contracts, including coordinating internal cross-functional teams and external partners (as required) and guiding commercial proposals.

Requirements

Minimum of 12 years of experience in business development, capture management, or sales within a high-tech software environment.
Bachelor’s degree in business administration, engineering, or a related field.
Ability to identify and assess new business opportunities, manage strategic partnerships, and develop client-focused solutions.
Strong communication, negotiation, and interpersonal skills with the ability to influence decision-makers and build relationships across all levels.
Proven track record of leading and managing complex capture efforts for commercial contracts.
Experience developing and executing market strategies to support long-term business growth.
Demonstrated experience managing cross-functional teams and engaging with senior leadership in strategic decision-making.
Ability to think strategically and develop actionable plans that align with business objectives.
Strong problem-solving and analytical skills, particularly in evaluating business opportunities and risks.
Excellent organizational skills and attention to detail, with the ability to manage multiple tasks simultaneously.
US Citizen

Nice To Haves

Experience: strategic business development or capture management in key areas such as AI, EDGE AI, embedded software or cloud software.
MBA or equivalent advanced degree preferred.
Experience in embedded systems and cloud software consisting of real time operating systems (RTOS), industry-specific software (linux), simulation technology, development tools and middleware is a plus

Responsibilities

Identify and assess new business opportunities, emerging markets, and strategic partnerships within multiple verticals for the adoption of our EDGE AI portfolio.
Develop, maintain and implement strategies to drive market growth, including identifying key customer needs and aligning company EDGE AI solutions with those needs.
Build and maintain strong relationships with clients and industry partners.
Conduct market research and competitive analysis to identify trends, risks, and opportunities in the EDGE AI domain.
Engage in networking, attend industry events, and represent the company at conferences and trade shows to build brand awareness and generate new leads.
Develop and present business development and capture plans and recommendations to senior leadership, aligning strategies with the company's goals.
Lead capture efforts for strategic opportunities, guiding the team through the full lifecycle of the pursuit process, including qualification, proposal development, pricing strategy, and risk management.
Work closely with proposal teams to create comprehensive, compelling, and compliant proposals that align with client requirements and showcase the company's value proposition.
Coordinate and communicate with internal departments (e.g., product, legal, contracts, finance) to ensure timely and accurate capture execution.
Manage proposal timelines, resources, and deliverables, ensuring alignment with the opportunity’s schedule and submission requirements.
Conduct win/loss analyses for capture activities to refine strategies and improve future pursuits.
Work with product development teams to tailor solutions based on customer feedback and market analysis.