Strategic Account Manager

Aptiv•Washington, DC

5d•$263,000 - $350,000•Hybrid

About The Position

Wind RiverX (WRX) is the wholly owned U.S. Subsidiary of Wind River. WRX is the fully FOCI mitigated entity charged with the sale of the entire Wind River software product stack into the US Public Sector market. WRX operates at the intersection of mission-critical software and national security. As our Public Sector business expands across U.S. Federal and Defense markets, we are hiring a Strategic Account Manager. This role sits as a key leadership member, responsible for not just operational efficiency and excellence, but the responsibility to cultivating and promoting a working environment in WRX that is based on trust, respect, and dedication to our US Government Customer base.

Requirements

U.S. Citizenship is required.
The ability to obtain and maintain a Security Clearance is a plus.
Bachelor’s Degree and minimum of 8 years of experience in U.S. Public Sector Account Management.
Strong preference for 5 years minimum experience with selling software infrastructure technology.
Must have an established network within federal and civilian government agencies.
Experience with building new territory business in Federal Civilian sector.
Strong background with Linux operating systems and Enterprise virtualization technologies, including both bare metal and cloud native environments. Otherwise, strong ability to learn and experience with understanding and promoting technology products and services.
Proven ability to develop and execute strategies, build ecosystems, and foster partnerships.
Knowledge of Public Sector Federal Civilian related regulations, procedures, legal frameworks, programs, and procurement, including FAR.
Exceptional track record with communication, and interpersonal skills, capable of engaging with stakeholders at all levels of a customer, to deliver business results.
Bachelor’s degree and/or equivalent work experience.
Exceptional verbal and written communication skills, with experience presenting at executive levels.
Must be willing to travel domestically for customer meetings and internal meetings as needed.

Nice To Haves

An advanced degree (MBA or equivalent) is highly preferred
Eligibility for US Security Clearance (current status a plus)

Responsibilities

Develop strategies to execute plans for the Federal Civilian marketspace.
Create high-value revenue generating opportunities and establish short and long-term customer success and revenue results with continued interaction.
Lead efforts with key internal and external partners along with business and technical decision makers in developing, long-term, tailored account plans to grow sales and partner impact, leveraging relationships, influence, and industry knowledge.
Build relationships with the broader ecosystem to shape ability and opportunity while leveraging knowledge of customer business.
Shape relationships and run a regular account governance with the extended account team.
Provide feedback to the account team members and relevant managers.
Grow and maintain a dynamic ecosystem of partners, fostering relationships that enhance our market presence and technological capabilities while ensuring integrity, brand, growth, and consistent business results within our customers.
Ensure the delivery of highly secure, performant solutions tailored to the specific needs of Federal Civilian government clients.
Utilization and upkeep of client and opportunity data in our internal tracking systems.
Collaborate with your extended team to ensure a cohesive approach to market penetration and customer satisfaction.
Develop Relationships with Federal Civilian agencies to better understand and influence unique requirements, goals, objectives related to new programs and product lifecycles relevant to Wind River.
Create Capture Plans Align Wind River’s overall strategic direction and product strategies with Federal / Civilian Government needs and requirements, in order to build capture plan for each agency or group.
Pursue growth opportunities Look across the U.S. Government (non-defense) market and determine who WR should be talking with and how WR can influence requirements for future opportunities.
Develop and maintain deep and productive relationships with key stakeholders across the Federal Civilian agencies, industry partners, and influencers.
Scout, assess, and develop strategic partnerships and alliances with companies that can enhance WR's position for major opportunities.
Influence technology decisions by educating customers about WR.
Develop a deep understanding of various government federal civilian needs, budgetary constraints, and program procurements that lead to shorter time to revenue for WR.
Provide strategic direction and leadership to WR Field Application Engineers (FAE’s) who will help navigate various programs technically with pre-sales activities.
Develop comprehensive opportunity plans to support sales growth.
Evangelize various technologies at federal events, conferences, and industry gatherings.