This position will report directly to Wind River’s Vice President of China sales, to further develop our pipeline related to enterprise customers for eLxr. The ideal candidate will bring existing customer relationships, develop and maintain strong business relationships with key decision makers across enterprise markets, as well as identify and qualify new business opportunities. You will be held accountable for identification, qualification and capture of new and/or emerging business development opportunities as well as the generation of qualified pipeline growth necessary to meet or exceed the eLxr forecast and plan. In addition, this individual will plan and recommend Business Development and marketing strategies to achieve maximum customer and market penetration to drive strategic and tactical growth. The role will focus on building customer intimacy, identifying unmet customer needs in China and supporting the China field organization.
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This executive will work closely with the company’s engineering, product management, marketing and sales teams to share and refresh market and competitive intelligence on a regular basis. Working collaboratively across Wind River, this executive will influence product priorities, product features, marketing, messaging, and China sales strategy. Specifically, s/he will translate data and analysis into actionable insights and comprehensive go-to-market strategies, and develop and oversee enterprise oriented outbound marketing and demand generation programs.
Preferred Skills - Education & Experience
This executive will have a track record of developing and implementing strategies that significantly grew or transformed software businesses. S/he must have significant career experience in enterprise software. Most importantly, this individual will have an intuitive understanding of the China enterprise markets, the key players, regulatory bodies, development processes, ecosystems (e.g. major enterprise software vendors, board vendors and other contributors) combined with a deep knowledge of the value chains, business models and technical reference solutions.
- Bachelor's Degree and 15+ years of experience working in Business Development or Sales.
- Strong understanding of the enterprise markets with relevant organizational relationships. Prior experience from Redhat/SUSE/Canonical considered to be highly desirable.
- Solid understanding of enterprise linux system architectures, industry specific development processes and other ecosystem dynamics
- Exceptional written and oral communication skills with experience presenting at executive levels.
- Can provide examples of leading opportunity captures >$10 million including: developing overall win strategy, shaping deals with customers, developing team strategies, understanding pricing and assisting in developing a winning price strategy
- Proven ability to identify, establish and use important customer relationships with senior level officials and program stakeholders with enterprise customers
- Proven ability to collaborate within and across organizational boundaries
- Ability to identify key business and technology growth areas and develop new business aligned with the company's growth strategy
- Knowledge of competitors and ability to model competitor behaviors in the market
- Excellent writing, communication skills with experience presenting to senior executives and customers
- Proven experience working with geographically diverse teams; strong coaching and mentoring skills. Proven ability to collaborate within and across organizational boundaries to achieve results through others. Possesses the skills and ability to empower and engage people and instill drive and passion into the organization
Responsibilities:
- Grow the opportunity pipeline, to include existing as well as adjacent markets/customers, through diligent and timely identification/qualification of new business opportunities by leveraging current technologies, customer intimacies, and inter-company collaboration
- Support development of growth plans to ensure alignment with strategic goals of the TEL&NET vertical sales team
- Lead and participate in the identification, qualification and pursuit of strategic business opportunities
- Develop internal cross-organizational relationships and drive new growth through collaboration with vertical sales teams
- Obtain marketing intelligence and competitive data pertaining to potential targeted pursuits, and develop marketing strategies
- Builds, matures and executes comprehensive account plans that deliver desired customer awareness and new business awards.
- Identifies and qualifies a robust pipeline of focused opportunities that align with eLxr business objectives.
- Develops and maintains strong customer relationships to identify customer objectives, priorities, and requirements that strategically position Wind River as an innovative industry leader.
- Develops and maintains strong industry relations with large and small businesses with significant presence in assigned markets.
- Conducts competitive analysis.
- Develops effective win strategies which include identifying and qualifying new opportunities.
- Maintains a pipeline of qualified opportunities in excess of $10M.
- Function as an effective spokesperson and influencer to drive a favorable reputation for Wind River’s offerings in the enterprise segment and focuses on the incubation for new solutions adhering to the growth of the topline.