Strategic Account Manager - Automotive Software

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

Job summary

Join a forward-thinking company as a Strategic Account Manager, where you'll engage with automotive customers to drive innovative software solutions. This role involves building strategic partnerships, managing customer relationships, and achieving revenue targets. You will leverage your extensive sales experience and consultative approach to address complex technology challenges in the automotive sector. With a commitment to diversity and a culture of growth, this opportunity offers a flexible work environment and a chance to make a significant impact in the software-defined world. If you're passionate about technology and sales, this is the perfect role for you.

Benefits

Flexible home office

100% Employee covered Medical, Dental, and Vision insurance

Flexible Time Off policy

401K with company match

Health Savings Account (HSA)

Wellness Benefits

Qualifications

• 10+ years of sales experience, ideally in automotive software.
• Proficient in consultative sales and building customer relationships.

Responsibilities

• Manage customer relationships and achieve revenue targets.
• Develop account plans and lead sales strategies.

Skills

Quota-bearing sales experience

Consultative sales approach

Strong hunting and prospecting skills

Excellent communication skills

Organizational skills

Experience with Linux

Experience with automotive software

Education

Bachelor's degree

Master's degree

Tools

Salesforce.com

Job description

Description Position at Wind River

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. 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 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 such as Consulting, Enablement Services and Education Services.

HOW YOU WILL CONTRIBUTE

Account and Customer Relationship Management

• Annual Revenue - Achieve/exceed quota targets.
• C Level access – ability to access C Levels involving Wind River Executive Sponsors.
• Sales strategies - Develop 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 - Establish 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 such as VxWorks, Wind River Linux, Simics and Wind River Studio.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• 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, requirements and software specifications, etc. a plus.
• Embedded software sales and OEM marketplace experience a plus.
• Demonstrated success using a consultative, solutions/value-oriented sales approach and team selling environment.
• Evidence of success selling solutions to new and existing customers.
• Strong hunting and prospecting skills.
• Excellent listening, presentation and public speaking skills.
• Excellent written and verbal communication skills.
• Excellent organizational skills.
• Experience using Salesforce.com a plus.
• Self-motivated individual who can work well on their own or in a team.
• Ability to manage own area and introduce tailored customer solutions to drive sales forward.
• Excellent communication skills with a friendly approach to problem-solving.
• Ability to work under pressure with excellent attention to detail.

BENEFITS

• Flexible home office! We offer the flexibility of a hybrid work schedule or 100% remote.
• Named Top Workplace for the 8th year in a row.
• Wind River’s commitment to DEIB.
• 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 Unmind.

Compensations OTE

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.

To learn more, visit Wind River at www.windriver.com.

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 here.