Strategic Account Manager

Aptiv•Boston, MA

18d•Hybrid

About The Position

The Americas Telco 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 select Communications Service Provider 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.

Requirements

Comprehensive understanding of the Telco & Networking sector gained through a minimum of 10 years of experience within account management, ideally in the Cloud and Open-Source software industry
Major account planning experience involving the negotiation of multi-$M committed deals
Experience as an individual contributor, consistently exceeding assigned quota
Ability to work effectively with internal stakeholders and 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
Outstanding communication and interpersonal skills
Bachelor’s Degree (EE/CS preferred), MBA preferred
Must reside in Greater Dallas area with ability to be present on site
United States Citizenship or Permanent Resident of the U.S. required

Responsibilities

Develop, build and grow an effective presence as a trusted advisor within target accounts and become a trusted advisor to all customer touch points
Develop strategic account plans and opportunity plans focused on growth and sustainable, recurring revenue streams
Utilize a team approach to execute account level and opportunity level strategies
Align internal resources (Engineering, Professional Services, Product Management, Customer Success) to execute against vision and strategy
Evangelize Wind River’s solution portfolio throughout the entire territory to uncover new growth opportunities
Position Wind River in all direct sales engagements, negotiations and RFPs
Understand client business models and technology challenges
Leverage Wind River’s strategic partner ecosystem and collaborate on mutually successful sales strategies
Participate in industry events for relationship building and new opportunity discovery
Collaborate with global sales colleagues to establish and share best practices for continuous improvement
Accurately report opportunity status and forecast revenue on a quarterly and annual basis