Senior Outbound Product Manager, Private Cloud

Overview

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.

Senior Outbound Product Manager

The Wind River Cloud Platform Product Management team is part of the Wind River Product organization. This team is responsible for our private cloud product, automation/orchestration and analytics which is the fastest growing part of the corporation serving our customers with cloud native intelligent systems from the far edge to full data centers. The team you will be part of is pivotal to the expected growth of the company over the coming years.

This role is critical to the success of our team as we continue to grow and require increased level of customer engagement to help drive product adoption, create our roadmap and manage customer expectations.

The role reports directly to the Vice President of Product Management for the Wind River Cloud Platform product team. Success requires hands-on leadership, engaging and enrolling multiple teams across product management, engineering, pre-sales, sales, professional services, marketing, partners and customers to win new customers in this fast-paced environment. Your closest collaborators will be your product management teammates and the global sales team.

This role serves as a key customer engagement role for product management. This is a customer facing role to evangelize the Wind River Cloud Platform, gather market requirements for existing and new customer opportunities, value prop creation, RFP response strategy, roadmap presentations, assess and evaluate revenue opportunities and annual revenue plans, and manage customer escalations.

• Product management engaging customers and sales teams responsible for RFP response strategy, product/portfolio updates, roadmap/commitment communication, feature prioritization, price setting, escalations, etc.
• Work closely with specific Product Line Managers and the global sales teams to ensure roadmaps and feature requirements are aligned to meet market demand.
• Customer requirement discovery and gathering.
• Drive customer progress of product adoption and sales plans.
• Business development, market assessment, ideation and adoption.
• Formal roadmap communication to global sales teams and customers.
• Product collateral creation and communication to aid sales and pre-sales activities (descriptions, presentations for executives, and customer-requested materials).
• Assessment of private cloud business sales on a customer-by-customer level, including revenue targets and progress against the annual plan.
• Understand and evangelize the competitive advantage Wind River has over the competition.
• Create value propositions for specific customer cases.
• Engage with Professional Services to develop additional opportunities.
• Leverage Edge AI capabilities to inform product messaging, identify new use cases, and highlight on-device intelligence advantages.
• Collaborate with engineering and data science to translate AI/Edge AI capabilities into market-facing benefits aligned with customer needs and strategic goals.

Key skills and competencies for succeeding in this role are:

• 10+ years of experience in enterprise verticals in product management driving complex technical software customer engagement.
• Knowledge of US Government process, requirements and certifications for software compliance (STIG/SRG, FedRAMP, FIP, etc) and ATO (Authority to Operate).
• Experience in Enterprise is a must. Understanding the enterprise/IT product procurement model and their business is critical.
• Experience with AI/ML technologies, preferably including Edge AI, IoT, or embedded systems, is a strong plus.
• Technical experience with software products and platforms for enterprise private cloud use is critical. Understand private cloud use cases, architectures, feature requirements and customer needs; experience across Kubernetes, Open Stack, storage and security is required.
• Business Development experience would…