Key Account Manager - Financial Services

Wind River; London; On-site; GBP 60,000 - 110,000; Full time

Job description

Description Position at Wind River

Location: UK, Swindon

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.

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.

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. 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 diversity, equity, inclusion & belonging, come join us and help advance the future software-defined world.

ABOUT THE OPPORTUNITY

The EMEA 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.

Interface & Collaboration

The Strategic Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business with a, or a few, 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.

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.

Demand Generation, Pipeline and Opportunity Management

• 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.

Qualifications:

• Experience: 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 ideally within Financial Services or Banking.
• 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.
• Education: Bachelor’s degree in Business, Computer Science, or a related field. An MBA or equivalent advanced degree is a plus.
• 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.