Key Account Manager - Industrial, Networking, Medical Devices
Location
Kanata, ON | Canada
Job description
Description
Position at Wind River
Remote: Kanata, Ontario, Canada / Canada Home Office
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
The North America Industrial 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 North America Commercial customers, engaging at the senior management level in a vision-setting, business outcomes-focused, value-added capacity.
Interface & Collaboration
The Key Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business with existing and net new Industrial Automation, Medical Device, and Networkingcustomers in North America. In addition, the Key Account Manager brings a “Point of View” to Customer engagement; uses 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 and retention activities such as Consulting, Enablement Services and Education Services.
Responsibilities
Account and Customer Relationship Management
- Annual Revenue - Achieve/exceed quota targets.
- C Level access – ability to access C Levels involving Wind River Executive Sponsors.
- Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage them to drive strategy through the organization.
- Political acumen – ability to understand Customer’s power-map, internal and external influencers.
- Trusted advisor - Establishes strong management and C-level 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 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 a comprehensive business plan to address customer and prospects' priorities and pain points. Utilize benchmarking and ROI data to support the customer’s decision process.
Demand Generation, Pipeline and Opportunity Management
- Pipeline planning – Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and move the Sales Cycle.
- Pipeline partnerships – Leverage support organizations, including Marketing, inside sales, SDRs, 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.
ABOUT YOU
Qualifications
- The ideal candidate should have 7+ years of quota-bearing sales experience, ideally selling into Product Management and/or Engineering organizations.
- Embedded software sales and OEM marketplace experience a plus.
- Demonstrated success using a consultative, solutions/value-oriented sales approach and team selling environment.
- Evidence of success selling solutions to new and existing customers.
- Strong hunting and prospecting skills.
- Excellent listening, presentation and public speaking skills.
- Excellent written and verbal communication skills.
- Excellent organizational skills.
- Experience using Salesforce.com a plus.
- Self-motivated individual who can work well on their own or in a team.
- Ability to manage own area and introduce tailored customer solutions to drive sales forward.
- Excellent communication skills with a friendly approach to problem-solving.
- Ability to work under pressure with excellent attention to detail.
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