Global Sales and Business Development Director - Intelligent Edge and Enterprise Linux (eLxr)

Global Sales and Business Development Director - Intelligent Edge and Enterprise Linux (eLxr)

Location: US, Remote

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

Wind River seeks a highly motivated, experienced Executive to join its elite sales team. The mission of this role is to lead Wind River's engagement, focusing primarily on the Edge and AI/ML Linux product lines, eLxr Pro. This position is crucial for driving the adoption of Wind River's advanced Linux solutions and establishing the company as a leader in the Intelligent Edge Linux market. The ideal candidate will have a proven track record in enterprise software sales within the Edge market and ecosystem and excel at building relationships with strategic partners, including OEM, SI, Distributors, and Silicon manufacturers. 

Key Responsibilities

• Sales Strategy and Execution: Formulate and implement a comprehensive global sales strategy aimed at surpassing sales targets for eLxr Pro across various verticals, including Enterprise, Aerospace and Defense (A&D), Telecommunications, Industrial, Energy, Manufacturing, and Healthcare. This strategy encompasses both direct enterprise sales and channel business, which includes Independent Software Vendors (ISV), Original Equipment Manufacturers (OEM), System Integrators (SI), distributors, and silicon vendors.
• Market Penetration: Collaborate closely with Product, Engineering, and partner organizations to drive market penetration. This involves identifying and prioritizing high-potential market segments within the Intelligent Edge Operating System (OS) market, engaging with clients—including Fortune 500 companies and influential industry players—and conducting thorough market research to remain abreast of industry trends and competitor activities.
• Relationship Management: Establish and cultivate robust relationships with C-level executives and key decision-makers to foster business growth. Act as a trusted advisor by understanding client's needs and providing customized solutions for Intelligent Edge and AI/ML use cases for eLxr PRO.
• Product Expertise: Maintain a comprehensive understanding of eLxr Pro and its competitive advantages within the Edge OS and AI/ML in both enterprise and embedded OS markets, including community derivatives like CentOS. Stay informed about product developments and advancements in the industry.
• Collaboration: Collaborate with vertical and ecosystem sales, marketing, product, and engineering teams to align strategies and support sales initiatives. Provide constructive feedback to product development teams to ensure alignment with customer needs.
• Negotiation and Closing: Lead critical negotiations and secure high-value agreements. Ensure customer satisfaction and the establishment of long-term partnerships by developing and presenting compelling proposals and business cases.
• Reporting and Analysis: Deliver regular sales forecasts and reports to senior management, encompassing an analysis of sales data to guide strategic decisions. Monitor key performance indicators to evaluate sales performance and adjust strategies as necessary

Qualifications

• Experience: A minimum of 15 years in enterprise software sales, with a particular emphasis on Linux-based solutions within cloud and edge computing environments. Proven success in achieving or surpassing sales objectives in competitive markets related to cloud, edge, artificial intelligence/machine learning, and Linux solutions.
• Track Record: Demonstrated capability to engage with large enterprises while navigating intricate sales processes, securing complex sales agreements, managing a high-value sales pipeline, and consistently exceeding sales targets in a competitive landscape.
• Industry Knowledge: Comprehensive understanding of the enterprise Linux and cloud market, including familiarity with major competitors and prevailing industry trends. Knowledge of key verticals and their specific requirements is highly advantageous.
• Partner Management: Extensive experience in overseeing complex partnerships, particularly with prominent original equipment manufacturers (OEMs), original design manufacturers (ODMs), global system integrators (GSIs), software distributors, and silicon vendors.
• Skills: Outstanding communication, negotiation, and relationship-building abilities. Proficiency in articulating technical concepts to stakeholders who may not possess a technical background.
• Education: A Bachelor’s degree in Business, Computer Science, or a related discipline is required. An MBA or an equivalent advanced degree is considered an asset.
• Technical Acumen: Strong proficiency in Linux operating systems, cloud and edge computing technologies, and enterprise IT environments, with a specific emphasis on applications pertinent to the Aerospace and Defense sectors.
• Travel: A willingness to travel (30-50%)  as necessary to engage with clients, partners and participate in industry events, accompanied by a flexible approach to work schedules.

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

The annual base salary range for this role’s listed grade level is $286,000 to $370,000 OTE  for Colorado, New York, and New Jersey residents, and $315,000 to $410,000 OTE for SF Bay Area, Greater Seattle, NYC, and Washington, DC, residents. Salary ranges are determined through interviews and a review of the education, experience, knowledge, skills, location, and abilities of the applicant, and equity with other team members. Employees in this role are also eligible for the following benefits in accordance with the terms of the Company's plans: health, dental, vision insurance, life insurance, flex time off, eligibility to enroll in 401k, and 12 paid holidays

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.  Wind River will not tolerate discrimination or harassment based on these characteristics. 

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.