Regional Account Manager

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 EMEA Strategic Industries Sales Team is engaged in both collaborative & strategic long-term partnerships allowing them to unlock the full potential of Wind River solutions, and building new business of the near and far future. 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.

Your Role: The Regional Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business within new and existing customers in the UK & Ireland. In addition, the Regional Account Executive 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 Subscriptions and Licensing, Customer Success Engagement, Professional Services and retention activities such as Consulting, Enablement 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 - 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 and roadmap.
• Support all Wind River promotions and events in the territory.

Your Background:

• The ideal candidate should have 10+ years of quota-bearing sales experience, ideally selling into decision makers across relevant industries in the UK/I.
• Experience with Linux and open-source software or software development an advantage.
• Experience with Cloud Platforms such as VMware and enterprise software such as Redhat.
• Embedded software sales 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.
• 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.
• Ability to work under pressure with excellent attention to detail.
• Masters degree or equivalent in business administration or computer science.

Your Benefits

• Health and life insurance: Wind River provides a company-sponsored life insurance offering x3 base salary cover, from the first day of employment.
• Income protection: Wind River offers company-sponsored permanent health insurance from the first day of employment.
• Healthcare: Company-funded healthcare is available to all employees, including vision care and Dental.
• Holidays: Employees benefit from 25 days of annual holiday, plus 8 public holidays. You will also receive your birthday off!
• Wind Gives Back: All employees are encouraged to take advantage of five paid days each year to volunteer with not-for-profit community organisations or activities in their communities.
• Pension: Employees are auto-enrolled in a Group Personal Pension Plan.

Security Clearance Requirements: Successful candidates must engage in a security clearance process in regards to their citizenship in order to perform fundamental job duties, as per applicable law.