Territory Account Manager

ABOUT THE OPPORTUNITY

The Territory Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers in the Medical, Semiconductor and other industrial markets.

The Territory Account Manager brings a point of view to the customer engagement; uses all resources to solve customer problems with appropriate Wind River products and services.

The Territory Account Manager has accountability for increasing revenue of all Wind River products/solutions through Software License and Customer Success Engagement and retention activities such as consulting, enablement services and education services.

• Annual Revenue
  - Achieve / exceed quota targets.
• C Level access – ability to access C Levels, involving Wind River Executive Sponsors.
• Sales strategies
  - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
• Political acumen – ability to understand Customer’s power‑map, internal and external influencers.
• Trusted advisor
  - Establishes strong management and relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, the value of solutions, the value of implementation expertise).
• Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen
  - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review and analyze public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership
  - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
• Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize benchmark and ROI data to support the customer’s decision process.

• Pipeline planning
  - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving the Sales Cycle.
• Pipeline partnerships – Leverage support organizations including Marketing, inside sales, BDRs, and Partners to funnel pipeline into the assigned territory.
• Leverage Wind River Solutions – Be proficient in and bring all Wind River offers to bear on sales pursuits such as VxWorks, Wind River Linux, Simics and Wind River Studio.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all Wind River promotions and events in the territory.

• Highly motivated with a strong ability to open and close.
• Strong commercial acumen with a wider sales outlook.
• Professional and charismatic.
• Dynamic & enthusiastic personality.
• Presentable & sociable.
• High level of drive to achieve and succeed.
• A high level of confidence enabling a strong impact to be made on others.
• Ability to hold others attention and influence decisions.
• A true passion for design and wellbeing in the workplace.
• Articulate & numerate.

• Fluent English.
• Self‑motivated individual who can work well either on their own and in a team.
• Ability to manage own area, introduce tailored customer solutions to drive sales forward.
• Proven track record and a proactive approach to solution selling and preferably having strong existing relationships across the Eastern North American Industrial space.
• Competent IT skills are required – MS Office, Word, Outlook, Salesforce, etc.
• Excellent communication skills with a friendly approach to problem solving.
• Ability to work under pressure with an excellent attention to detail.
• Sound commercial acumen and an ability to communicate with colleagues and customers to assist the closing of sales opportunities.
• A high degree of…