9768 - Strategic Account Manager - Telco

Wind River; Toronto; On-site; CAD 100,000 - 150,000; Full time

Job summary

A technology solutions company is seeking a Strategic Account Manager in Toronto, Ontario. The role involves developing partnerships with strategic accounts, sales engagement, and forecasting. Ideal candidates will have a minimum of 10 years in account management, experience in the Telco & Networking sector, and excellent communication skills. The company offers a flexible work arrangement, competitive benefits, and a commitment to diversity.

Benefits

Flexible home office

100% Employee covered Medical, Dental, and Vision insurance

Flexible Time Off policy

401K with company match

Qualifications

• Minimum of 10 years of experience in account management.
• Experience as an individual contributor exceeding quotas.
• Ability to operate in a matrix environment.

Responsibilities

• Develop effective presence as a trusted advisor within target accounts.
• Utilize a team approach for executing strategies.
• Accurately forecast revenue on a quarterly basis.

Skills

Understanding of the Telco & Networking sector

Negotiation of multi-million dollar deals

Excellent communication skills

Effective collaboration with stakeholders

Creative business thinking

Education

Bachelor’s Degree (EE / CS preferred)

MBA preferred

Job description

ABOUT THE OPPORTUNITY

Reports to: Regional Director of Telco, Americas

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.

Interface & Collaboration

The Strategic Account Manager’s primary responsibilities include prospecting, qualifying, selling, and closing new business with strategic accounts. Additionally, 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 licenses and customer success engagement.

Responsibilities

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

ABOUT YOU

Core Competencies, Demonstrated Success & Qualifications

• 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-million dollar 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 but not required.
• Ability to travel up to 30% throughout Canada, possibly Europe.
• Must be a Canadian citizen residing within this location with the ability to be present on-site 3 days/week.

Desirable Personal Characteristics

• Drive, Passion, Curiosity.
• Emotional Intelligence and Connecting Skills.
• Team Player.
• Strong Leadership.
• Focused and Committed.
• Written Planning, Analytical & Organizational Skills.
• Outstanding Communication.

BENEFITS

• Flexible home office! We offer the flexibility of a hybrid work schedule or 100% remote.
• Named for the 8th year in a row.
• 100% Employee covered Medical, Dental, and Vision insurance.
• Flexible Time Off policy.
• 12 observed Holidays.
• 401K with company match.
• Health Savings Account (HSA) and Flexible Spending Account (FSA).
• Wellness Benefits through various programs.

APPLICANT PRIVACY NOTICE: Your privacy is of the utmost importance to us. At Wind River, we strictly adhere to all applicable data privacy laws. Please review Wind River's Applicant Privacy Notice, which can be found on our website. Wind River is an Equal Opportunity Employer with a commitment to diversity. We prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation, or any other legally protected status.