YOUR ROLEAs the
North America Telco Sales Leader on our team, you will operate as a senior commercial leader responsible for regional Telco go-to-market strategy and execution across the Americas (US, Canada, LATAM). This role reports to the Americas Enterprise and Telco Sales VP and owns Telco new business and expansion motions. You will be leading a high-performing sales team and positioning Wind River's secure, real-time infrastructure and application toolchains across bare metal and cloud-native environments to deliver measurable business outcomes.
In your daily job you will:
- Own the regional Telco sales strategy, territory design, and coverage model aligned to company growth objectives.
- Set quarterly and annual sales targets, forecast performance, and manage to key metrics including pipeline, win rates, and deal velocity.
- Identify, prioritize, and pursue high-value opportunities across target markets and verticals.
- Build and maintain executive-level relationships to position Wind River as a trusted strategic partner.
- Develop and expand a partner ecosystem that extends market reach and enhances solution delivery.
- Lead, coach, and develop an enterprise sales team, including goal setting, performance management, and career development.
- Drive disciplined deal execution, including qualification, commercial strategy, and executive deal reviews.
- Partner with Sales Engineering, Product, and Services to shape solution strategy and ensure customer value realization.
- Collaborate with Marketing on regional campaigns, account-based programs, and pipeline generation initiatives.
- Ensure customer requirements are translated into secure, high-performing solutions with clear, quantifiable ROI.
HOW YOU WILL CONTRIBUTEKey skills and competencies for succeeding in this role are:
- Proficiency in Telco networking sales, with 10-15 years of experience and a consistent track record of meeting or exceeding revenue and bookings targets.
- Demonstrated ability to lead and scale regional sales teams in high-growth, high-performance environments, including hiring, onboarding, and talent development.
- Ability to design and execute go-to-market strategies across complex, multi-country regions, including segmentation, coverage, and channel strategy.
- Proficiency in C-level executive selling, complex deal management, and long-cycle enterprise account management.
- Strong understanding of software infrastructure technologies, including secure, real-time, and cloud-native environments, and the ability to translate them into business value.
- Demonstrated ability to operate with strong sales rigor through accurate forecasting, pipeline discipline, and data-driven decision making.
- Excellent leadership, communication, and stakeholder management skills, with the executive presence to represent the region internally and externally.
- Ability to think strategically while executing tactically in a competitive, fast-paced environment, balancing short-term results with long-term account growth.
- Bachelor's degree in Business, Engineering, or a related field; MBA or equivalent preferred.
SECURITY CLEARANCE REQUIREMENTS Successful candidates must engage in a security clearance process in regard to their citizenship in order to perform fundamental job duties, as per applicable law. In particular, candidates with certain citizenship may not be able to perform such fundamental job duties. Currently, this includes citizens of the following countries: Belarus; Burma; China; Cuba; Iran; North Korea; Syria; Venezuela; Afghanistan; Cambodia; Central African Republic; Cyprus; Democratic Republic of Congo; Ethiopia; Eritrea; Haiti; Iraq; Lebanon; Libya; Russia; Somalia; South Sudan; Sudan; Zimbabwe. The security clearance process may take a significant amount of time to complete, and any offer of employment will be contingent on the candidate's legal ability to perform the fundamental job duties. Wind River is committed to meeting its obligations to candidates under applicable human rights law and privacy law in this regard.
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