Aptiv PLC

Strategic Account Manager

Aptiv PLC • $270K — $305K *
US-AnywhereRemote in United States
Telecommunications & Hardware
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 10 years of experience in account management within the Telco & Networking sector, ideally in Cloud and Open-Source software
  • Experience with major account planning and negotiating multi-million dollar deals
  • Proven track record as an individual contributor exceeding sales quotas
  • Strong ability to collaborate with internal stakeholders and senior management
  • Familiarity with matrix organizational structures
  • Experience with solution selling to technical and executive decision makers
  • Outstanding communication and interpersonal skills
  • Bachelor's Degree in Electrical Engineering or Computer Science; MBA is a plus
  • Must reside in Greater Dallas area; U.S. citizenship or permanent residency required

Responsibilities

  • Develop and maintain a trusted advisor relationship with target accounts
  • Create strategic account and opportunity plans to drive growth and recurring revenue
  • Collaborate with internal teams to implement account strategies
  • Align resources like Engineering and Customer Success to execute against strategic initiatives
  • Promote Wind River's offerings to identify new growth opportunities
  • Engage in direct sales efforts, including negotiations and RFPs
  • Understand clients' business models and technology challenges

Benefits

  • Hybrid work model for flexibility
  • Comprehensive health, dental, and life insurance
  • Short and long-term disability coverage
  • RRSP matching for retirement savings
  • Flexible time-off policies to promote work-life balance
  • Employee assistance program for mental wellness
  • Learning benefits including LinkedIn Learning subscription and educational seminars
Full Job Description
About the opportunity
Strategic Account Manager, Telco Sector
Reports to: Regional Director of Telco, Americas

The Americas Telco 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 select Communications Service Provider customers
across the region, engaging at the senior management level in a vision-setting, business outcomes- focused, value-added capacity.

Interface & Collaboration
The Strategic Account Manager's primary responsibilities include prospecting, qualifying, selling and closing new business with strategic accounts. In addition, the Account Manager brings a "Point of View" to Customer engagement; orchestrates 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.

Responsibilities & Accountabilities
  • Develop, build and grow an effective presence as a trusted advisor within target accounts and become a trusted advisor to all customer touch points
  • Develop strategic account plans and opportunity plans focused on growth and sustainable, recurring revenue streams
  • Utilize a team approach to execute account level and opportunity level strategies
  • Align internal resources (Engineering, Professional Services, Product Management, Customer Success) to execute against vision and strategy
  • Evangelize Wind River's solution portfolio throughout the entire territory to uncover new growth opportunities
  • Position Wind River in all direct sales engagements, negotiations and RFPs
  • Understand client business models and technology challenges
  • Leverage Wind River's strategic partner ecosystem and collaborate on mutually successful sales strategies
  • Participate in industry events for relationship building and new opportunity discovery
  • Collaborate with global sales colleagues to establish and share best practices for continuous improvement
  • Accurately report opportunity status and forecast revenue on a quarterly and annual basis

Qualifications
Core Competencies, Demonstrated Success & Qualifications
  • Comprehensive understanding of the Telco & Networking sector gained through a minimum
    of 10 years of experience within account management, ideally in the Cloud and Open-Source software industry
  • Major account planning experience involving the negotiation of multi-$M committed deals
  • Experience as an individual contributor, consistently exceeding assigned quota
  • Ability to work effectively with internal stakeholders and senior management
  • Ability to operate in a matrix environment
  • Deployment of solution selling sales approach to technical and executive-level decision makers, using creative business thinking and thought leadership
  • Proven experience dealing with complex business and software development processes
  • Outstanding communication and interpersonal skills
  • Bachelor's Degree (EE/CS preferred), MBA preferred
  • Must reside in Greater Dallas area with ability to be present on site
  • United States Citizenship or Permanent Resident of the U.S. required

BENEFITS
  • Hybrid work model for workplace flexibility
  • Comprehensive health, dental, and life insurance
  • Short and long-term disability coverage
  • RRSP matching for financial security
  • Flexible time-off policies for work-life balance
  • Employee assistance program for mental well-being
  • Learning benefits, including a LinkedIn Learning subscription and seminars

Compensation
The salary range for this role's listed grade level is based on On-Target-Earnings (OTE), 60% base+40% commission at currently $270k to $305k for Dallas 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.

About Aptiv PLC

Aptiv PLC is a global technology company that designs and manufactures vehicle components and provides electrical and electronic and active safety technology solutions to the global automotive and commercial vehicle markets. The company's products include advanced safety systems, electrical and electronic distribution systems, and software and controls. Aptiv's largest customers are automotive manufacturers, and the company has a significant presence in Europe, Asia, and North America. The company was formerly known as Delphi Automotive PLC and changed its name to Aptiv PLC in December 2017.
Learn more about Aptiv PLC
Size
155,000 employees
Market Cap
$24.7 billion
Industry
Manufacturing & Automotive
Net Income
$1.8 billion
5 Year Trend
+4.9%
Revenue
$13 billion
NASDAQ
APTV
* Ladders Estimates

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