STRATEGIC ACCOUNT MANAGER - AEROSPACE & DEFENSE - West
Location Remote Home Office - Western US
US CITZENS ONLY
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.
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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 (WR) is seeking a driven, self-motivated individual with a proven history of sales success, to proactively create demand for Wind River solutions. This individual will be enabling continued customer success in an already established customer base of Strategic Accounts in the Aerospace & Defense marketplace, located in the Western United States.
Interface & Collaboration
- Work as a member of a team that consists of: Sales Director, other Account Managers, Field Applications Engineer, Product Specialists, Inside Sales Representatives, and Solution Architects
- Work with Field Engineers, vertical market representatives, and various WR resources to demonstrate how WR solutions will address the needs of the customer
- Engage with the senior-level decision-makers and become a trusted advisor to our largest strategic accounts by establishing and developing business relationships based on a commitment to the quality of WR solutions
- Meet with and listen to the needs of the prospective customers to understand their current and future technical requirements
Responsibilities
- Build, manage and execute on the sales strategy for Strategic A&D accounts.
- Coordinate demonstrations, seminars, etc. to present the value proposition of using WR solutions to the customer
- Prepare written proposals articulating our solutions. Close business on a quarterly basis that reflects at least 100% of the assigned quarterly goal
- Direct the effort of the Customer Support Organization to work with the customer after the sale to make sure that they are using our products to the maximum benefit
- Provide accurate and factual information regarding customer product feedback to WR Marketing and Engineering
- Understand the strengths and weaknesses of our competitor products
- Convey an image of Wind River as a customer-centric total solutions company
ABOUT YOU
Qualifications & Experience
- Approximately 10 years of technology sales experience in the embedded software arena, preferably selling into the Aerospace & Defense marketplace, specifically with larger system integrators.
- 5+ years selling software solutions to the Aerospace & Defense (A&D) Industry
- Track record of overachieved multi-million dollar quotas
- Demonstrated success using a consultative, value selling, solutions-oriented sales approach
- Track record of success achieving or exceeding assigned quota
- Demonstrated success establishing and cultivating business relationships with ‘C’ level executives, preferably in the A&D market.
- Candidate must be able to engage at all levels across the customer organization and have an understanding of the A&D procurement process.
- BSEE or BSCE or MBA preferred but not required
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
*Varies by region and country
Special Clearance Requirements
This position will perform work that the U.S. government has specified can only be performed by a U.S. citizen on U.S. soil, and therefore any offer will be contingent upon verification of both of these requirements.
Compensation
This role is part of our Sales organization and has an On Target Earnings (OTE) consisting of 60% base salary plus a 40% variable commission. Overachievement of the variable portion is possible. The OTE range for this role’s listed grade level is currently $xxx - $yyy for California residents. Salary ranges are determined through interviews and a review of education, experience, knowledge, skills, location and abilities of the applicant, and equity with other team members.
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APPLICANT PRIVACY NOTICE
At Wind River, we value your privacy. As part of our compliance with applicable data privacy laws, please see Wind River's Applicant Privacy Notice, as set forth here: https://www.windriver.com/company/terms/applicant-privacy