Strategic Account Manager - Enterprise Sales

Aptiv • Boston, MA

2d

About The Position

The Americas Enterprise Sales Team ensures customers are engaged in collaborative & strategic long-term partnerships allowing them to unlock the full potential of Wind River solutions. We strive to become the premier provider of products & services for our customers across the region, engaging at the senior management level in a vision-setting, business outcomes-focused, value-added capacity. The Strategic Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business with strategic accounts. In addition, the Account Manager brings a “Point of View” to Customer engagement; orchestrates all resources to solve customer problems with appropriate Wind River products and Services, with accountability for increasing revenue of all Wind River solutions through Software License and Customer Success Engagement and retention activities such as Consulting, Enablement Services and Education Services.

Requirements

• Minimum of 12 years of experience in enterprise software sales, with a strong focus on Linux-based solutions. selling into Product Management and/or Engineering and/or IT organizations.
• Track Record: Demonstrated track record of growing sales and exceeding booking targets selling software to large enterprise Product Management and/or Engineering and/or IT organizations
• Industry Knowledge: In-depth knowledge of the enterprise Linux market and industry trends.
• Understanding of cloud and edge computing technologies and their impact on enterprises
• Skills: Exceptional communication, negotiation, and relationship-building skills.
• Ability to articulate technical concepts to non-technical stakeholders.
• Bachelor degree in Business, Computer Science, or a related field.
• Technical Acumen: Strong understanding of Linux operating systems, cloud and edge computing, and enterprise IT environments.
• Ability to quickly learn and adapt to new technologies and solutions.
• Travel: Willingness to travel as needed to meet with clients and attend industry events, with a flexible approach to work schedules.
• Must be legally able to work in the United States without requirement of any type of visa sponsorship or transfer, now or at any time in the future.

Nice To Haves

• An MBA or equivalent advanced degree is a plus.

Responsibilities

• Account and Customer Relationship Management
• Annual Revenue – Accurately forecast expected revenue and achieve/exceed quota targets.
• C Level access – ability to access and drive meaningful engagements with C Level stakeholders, involving Wind River Executive Sponsors.
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.
• Develops relationships in new and existing (parts of) customers businesses’ and leverage them to drive strategy through the organization.
• Political acumen – ability to understand Customer’s power-map, internal and external influencers.
• Trusted advisor - Establishes strong management and C-level relationships based on knowledge of customer requirements and commitment to deliver value.
• Understand assigned customers technology footprint, strategic growth plans, technology strategy and competitive landscape.
• Review and analyze public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
• Accurate customer and prospects' priorities and pain points.
• Utilize benchmarking and ROI data to support the customer’s decision process.
• Pipeline growth – Follow a disciplined approach to and meet weekly funnel-add targets.
• Keep SFDC updated in real time.
• Pipeline partnerships – Leverage support organizations, including Marketing, inside sales, SDRs, and Partners, to increase pipeline into the assigned territory.
• Leverage Wind River Solutions – Be proficient in and bring all Wind River offers to bear on sales pursuits such as VxWorks, Wind River Linux, Simics, eLxr, and Wind River Studio.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support relevant Wind River promotions and events in the territory.

Benefits

• The opportunity to shape the future of industrial, medical, automotive, telecommunications, aerospace, government, and defense solutions with cutting-edge technology.
• Competitive Salary: Attractive base salary with performance-based incentives - UNCAPPED Plan.
• Benefits: Comprehensive benefits package including health, dental, vision, and retirement plans.
• Growth Opportunities: Opportunities for professional development and career advancement within a leading technology company.
• Innovative Environment: Work with cutting-edge technology and a team of passionate professionals dedicated to driving innovation.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level