Strategic Account Manager

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 Strategic Account Manager, Telco Sector Reports to: Regional Director of Telco, Americas The Americas Telco 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 select Communications Service Provider customers across the region, engaging at the senior management level in a vision-setting, business outcomes- focused, value-added capacity. Interface & Collaboration The Strategic Account Manager's primary responsibilities include prospecting, qualifying, selling and closing new business with strategic accounts. In addition, the Account Manager brings a "Point of View" to Customer engagement; orchestrates 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. Responsibilities & Accountabilities Develop, build and grow an effective presence as a trusted advisor within target accounts and become a trusted advisor to all customer touch points Develop strategic account plans and opportunity plans focused on growth and sustainable, recurring revenue streams Utilize a team approach to execute account level and opportunity level strategies Align internal resources (Engineering, Professional Services, Product Management, Customer Success) to execute against vision and strategy Evangelize Wind River's solution portfolio throughout the entire territory to uncover new growth opportunities Position Wind River in all direct sales engagements, negotiations and RFPs Understand client business models and technology challenges Leverage Wind River's strategic partner ecosystem and collaborate on mutually successful sales strategies Participate in industry events for relationship building and new opportunity discovery Collaborate with global sales colleagues to establish and share best practices for continuous improvement Accurately report opportunity status and forecast revenue on a quarterly and annual basis Qualifications Core Competencies, Demonstrated Success & Qualifications Comprehensive understanding of the Telco & Networking sector gained through a minimum of 10 years of experience within account management, ideally in the Cloud and Open-Source software industry Major account planning experience involving the negotiation of multi-$M committed deals Experience as an individual contributor, consistently exceeding assigned quota Ability to work effectively with internal stakeholders and senior management Ability to operate in a matrix environment Deployment of solution selling sales approach to technical and executive-level decision makers, using creative business thinking and thought leadership Proven experience dealing with complex business and software development processes Outstanding communication and interpersonal skills Bachelor's Degree (EE/CS preferred), MBA preferred Must reside in Greater Dallas area with ability to be present on site United States Citizenship or Permanent Resident of the U.S. required BENEFITS Hybrid work model for workplace flexibility Comprehensive health, dental, and life insurance Short and long-term disability coverage RRSP matching for financialsecurity Flexibletime-off policies for work-life balance Employee assistance program for mental well-being Learning benefits, including a LinkedIn Learning subscription and seminars Join us at Wind River, where we're not just shaping technology; we're shaping the future of a safer, more connected world. Your journey to make a meaningful impact begins here. 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 foundhere. Wind River is an Equal Opportunity Employer with a commitment to diversity. We prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status. Compensation The salary range for this role's listed grade level is based on On-Target-Earnings (OTE), 60% base+40% commission at currently $270k to $305k for Dallas 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. Privacy Notice - Active Candidates: privacy-notice-active-candidates Aptiv is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, disability status, protected veteran status or any other characteristic protected by law.