YOUR ROLEThe Sales Account Manager - U.S. Navy & Marine Corps is a key leadership contributor responsible for driving operational excellence and supporting a working environment based on trust, respect, and dedication to our U.S. Government customer base.
This role will be responsible for overseeing all business development and sales activities across the Department of the Navy, including the Marine Corps. This individual will set the sales strategy, develop comprehensive call plans to ensure achievement of 100% of target, and maintain an expectation of 7-8 customer or partner meetings per week. The role requires approximately 50% travel.
RESPONSIBILITIES- Account Management: Develop strategies to execute plans for the Department of the Navy and Marine Corps marketspace. Create high-value revenue generating opportunities and establish short and long-term customer success and revenue results with continued interaction. Lead efforts with key internal and external partners along with business and technical decision makers in developing, long-term, tailored account plans to grow sales and partner impact, leveraging relationships, influence, and industry knowledge. Build relationships with the broader ecosystem to shape ability and opportunity while leveraging knowledge of customer business. Shape relationships and run a regular account governance with the extended account team. Provide feedback to the account team members and relevant managers.
- Customer & Partnership Engagement: Grow and maintain a dynamic ecosystem of partners, fostering relationships that enhance our market presence and technological capabilities while ensuring integrity, brand, growth, and consistent business results within our customers.
- Operational Excellence: Ensure the delivery of highly secure, performant solutions tailored to Navy and Marine Corps clients.
- Collaborative Execution: Collaborate with your extended team to ensure a cohesive approach to market penetration and customer satisfaction.
- Develop Relationships: Develop relationships with Department of the Navy and Marine Corps stakeholders.
- Create Capture Plans: Align Wind River's overall strategic direction and product strategies with the Department of the Navy and Marine Corps needs and requirements, in order to build capture plan for each group.
- Pursue growth opportunities: Look across the Department of the Navy and Marine Corps market to identify growth opportunities.
- Develop and maintain deep and productive relationships with key stakeholders across the Department of the Navy and Marine Corps.
- Scout, assess, and develop strategic partnerships and alliances with companies that can enhance WR's position for major opportunities.
- Influence technology decisions by educating customers about WR.
- Develop a deep understanding of various Department of the Navy and Marine Corps needs, budgetary constraints, and program procurements that lead to shorter time to revenue for WR.
- Provide strategic direction and leadership to WR Field Application Engineers (FAE's) who will help navigate various programs technically with pre-sales activities.
- Develop comprehensive opportunity plans to support sales growth.
- Evangelize various technologies at federal events, conferences, and industry gatherings.
WHAT YOU BRINGRequired Qualifications- US Citizenship (mandatory).
- SECRET clearance or ability to obtain and maintain.
- Experience with building new territory business in Department of the Navy and Marine Corps.
- Strong background with Linux operating systems and Enterprise virtualization technologies, including both bare metal and cloud native environments. Otherwise, strong ability to learn and experience with understanding and promoting technology products and services.
- Proven ability to develop and execute strategies, build ecosystems, and foster partnerships.
- Exceptional track record with communication, and interpersonal skills, capable of engaging with stakeholders at all levels of a customer, to deliver business results.
- Bachelor's degree and/or equivalent work experience. An advanced degree (MBA or equivalent) is highly preferred.
- Exceptional verbal and written communication skills, with experience presenting at executive levels.
- Must be willing to travel domestically for customer meetings and internal meetings as needed.
Preferred Qualifications- 5 or more years of experience working with or selling into the Department of the Navy and Marine Corps.
CompensationThe salary range for this role's listed grade level is based on On-Target-Earnings (OTE), 60% base + 40% commission at currently $263k to $330k for MD and VA residents and $275k to $350k for DC 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.
Why Join WRX? WRX is a high-trust, U.S.-only Professional Services organization backed by a global technology leader. You will directly impact mission-critical customer programs, shape WRX's technical delivery standards, and contribute to building a premier U.S.-only team. WRX blends startup agility with the stability of a globally recognized technology provider, offering a rare opportunity to influence national security outcomes.
