Strategic Account Manager - Automotive

Wind River Systems; Alameda (CA); Hybrid; USD 296,000 - 380,000; Full time

Job summary

An established industry player is seeking a Strategic Account Manager to drive growth in the automotive software sector. In this pivotal role, you will engage with C-level executives, develop strategic account plans, and leverage innovative solutions to meet customer needs. Your expertise in consultative sales and strong relationship management skills will be crucial as you navigate the complexities of the automotive industry. This position offers the flexibility of a hybrid work schedule or full remote work, along with a competitive compensation package that reflects your contributions to the team. Join a forward-thinking company that values diversity and innovation.

Benefits

Flexible home office

100% Employee covered Medical, Dental, and Vision insurance

Flexible Time Off policy

401K with company match

12 observed Holidays

Qualifications

• 10+ years of quota-bearing sales experience in the automotive industry.
• Experience with Linux and open-source software is required.

Responsibilities

• Prospecting, qualifying, selling, and closing new business with automotive customers.
• Develop effective account plans to ensure revenue targets.

Skills

Quota-bearing sales experience

Sales strategies

Customer relationship management

Consultative sales approach

Listening skills

Presentation skills

Public speaking skills

Written communication skills

Verbal communication skills

Self-motivation

Tools

Linux

Open-source software

Automotive software development toolsets

Job description

Strategic Account Manager - Automotive Software

Strategic Account Manager – NA Automotive Software

Location: U.S Remote/West Coast preferred

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.

ABOUT THE OPPORTUNITY

The Americas Commercial 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, engaging at the senior management level in a vision-setting, business outcomes-focused, value-added capacity.

WITH WHOM YOU WILL WORK

The Strategic Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business with net-new Auto customers in North America. In addition, the Strategic Account Manager brings a “Point of View” to Customer engagement; uses 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.

HOW YOU WILL CONTRIBUTE

Account and Customer Relationship Management

• C Level access – ability to access C Levels involving Wind River Executive Sponsors.
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.
• Organizational 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 value.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
• Business Planning – Develop and deliver a comprehensive business plan to address customer and prospects' priorities and pain points.

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline.
• Pipeline partnerships – Leverage support organizations, including Marketing, inside sales, SDRs, and Partners, to funnel pipeline into the assigned territory.
• Leverage Wind River Solutions – Be proficient in and bring all Wind River offers to bear on sales pursuits.
• Advance and close sales opportunities - through the successful execution of the sales strategy.
• Support all Wind River promotions and events in the territory.

ABOUT YOU:

• The ideal candidate should have 10+ years of quota-bearing sales experience, ideally selling into Product Management and/or Engineering organizations within the automotive industry.
• Experience with Linux and open-source software or software development, including ecosystem experience is required.
• Experience with automotive software development toolsets is a plus.
• Demonstrated success using a consultative, solutions/value-oriented sales approach.
• Strong hunting and prospecting skills.
• Excellent listening, presentation and public speaking skills.
• Excellent written and verbal communication skills.
• Self-motivated individual who can work well on their own or in a team.

BENEFITS

• Flexible home office! We offer the flexibility of a hybrid work schedule or 100% remote.
• 100% Employee covered Medical, Dental, and Vision insurance.
• Flexible Time Off policy + 12 observed Holidays.
• 401K with company match.

The annual base salary range for this role’s listed grade level is $265,000 to $350,000 OTE for Colorado, New York, and New Jersey residents, and $296,600 to $380,000 OTE for SF Bay Area, Greater Seattle, NYC, and Washington, DC, residents.

OUR COMMITMENT TO DIVERSITY

Wind River is committed to providing employees with a work environment free of discrimination and harassment. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, national, social, or ethnic origin, age, physical, mental, or sensory disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, HIV status, family medical history or genetic information, family or parental status including pregnancy, or any other status protected by the laws or regulations in the locations where we operate.