Strategic Account Manager - Enterprise Sales

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, including key roles in NASA missions such as Artemis I, the James Webb Space Telescope, and multiple Mars rovers. Recent achievements include world‑first 5G data sessions with Verizon and building one of the largest Open RAN networks worldwide with Vodafone.

The Americas Enterprise Sales Team engages customers in collaborative, strategic long‑term partnerships, unlocking the full potential of Wind River solutions. The Strategic Account Manager’s primary responsibilities include prospecting, qualifying, selling, and closing new business with strategic accounts. The role brings a “Point of View” to customer engagement, orchestrating all resources to solve customer problems with Wind River products and services, and is accountable for increasing revenue through software license, customer success engagement, consulting, enablement services, and education services.

Account and Customer Relationship Management

• Accurately forecast expected revenue and achieve or exceed quota targets.
• Access and drive meaningful engagements with C‑Level stakeholders, including Wind River Executive Sponsors.
• Develop effective account plans to ensure revenue delivery and sustainable growth, and build relationships within new and existing customer businesses.
• Display political acumen by understanding customer power maps and internal/external influencers.
• Act as a trusted advisor, establishing strong management and C‑Level relationships based on customer requirements and value delivery.
• Understand assigned customers’ technology footprints, growth plans, and competitive landscapes, staying updated on industry trends.
• Lead designated territory, including account relationships, prospect profiling, and sales cycles.
• Accurately define customer and prospect priorities and pain points, using benchmarking and ROI data to support decision‑making.

Demand Generation, Pipeline, and Opportunity Management

• Grow pipeline by following a disciplined approach and meeting weekly funnel‑add targets; keep Salesforce updated in real time.
• Leverage support organizations—Marketing, inside sales, SDRs, and partners—to increase pipeline in the assigned territory.
• Proficiently apply all Wind River solutions (e.g., VxWorks, Wind River Linux, Simics, eLXR, Wind River Studio) to sales pursuits.
• Advance and close sales opportunities through successful execution of strategy and roadmap.
• Support relevant Wind River promotions and events in the territory.

• Minimum 12 years of enterprise software sales experience, with a strong focus on Linux‑based solutions.
• Experience selling into Product Management, Engineering, and/or IT organizations.
• Demonstrated track record of growing sales and exceeding booking targets with large enterprise IT stakeholders.
• In‑depth knowledge of the enterprise Linux market, industry trends, cloud, and edge computing technologies.
• Exceptional communication, negotiation, and relationship‑building skills; ability to articulate technical concepts to non‑technical stakeholders.
• Bachelor’s degree in Business, Computer Science, or a related field; MBA or equivalent advanced degree is a plus.
• Strong technical acumen of Linux operating systems, cloud, edge computing, and enterprise IT environments.
• Willingness to travel as needed to meet clients and attend industry events.
• Legally able to work in the United States without visa sponsorship.

• Opportunity to shape the future of industrial, medical, automotive, telecommunications, aerospace, government, and defense solutions with…