Strategic Account Manager

About the opportunity

The Americas Telco Sales team ensures customers are engaged in collaborative and strategic long-term partnerships that allow them to unlock the full potential of Wind River solutions. We strive to become the premier provider of products and 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.

• 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.

• 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.

• Hybrid work model for workplace flexibility.
• Comprehensive health, dental, and life insurance.
• Short and long‑term disability coverage.
• RRSP matching for financial security.
• Flexible time‑off policies for work‑life balance.
• Employee assistance program for mental well‑being.
• Learning benefits, including a Linked In Learning subscription and seminars.

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.

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.