ABOUT THE OPPORTUNITY
The Territory Account Manager9s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers the Medical, Semiconductor and other industrial markets.
The Territory Account Manager brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate Wind River products and Services.
The Territory Account Manager has accountability for increasing revenue of all Wind River products/solutions through Software License and Customer Success Engagement and retention activities such as Consulting, Enablement Services and Education Services.
RESPONSABILITIES
Account and Customer Relationship Management
- Annual Revenue - Achieve / exceed quota targets.
- C Level access 6 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 to drive strategy through organization.
- Political acumen 6 ability to understand Customer9s power-map, internal and external influencers.
- Trusted advisor - Establishes strong management and 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 on which to harvest future business opportunities and accurate account information and coaching.
- Customer Acumen - Actively understand each customer9s 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 6 Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.Utilize bench marking and ROI data to support the customer9s decision process.
Demand Generation, Pipeline and Opportunity Management
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline.Keep pipeline current and moving the Sales Cycle.
- Pipeline partnerships 6 Leverage support organizations including Marketing, inside sales, BDRs, and Partners to funnel pipeline into the assigned territory.
- Leverage Wind River Solutions 6 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
QUALIFICATIONS:
Personal Attributes
- Highly motivated with a strong ability to open and close.
- Strong commercial acumen with a wider sales outlook.
- Professional and charismatic.
- Dynamic & enthusiastic personality.
- Presentable & sociable.
- High level of drive to achieve and succeed.
- A high level of confidence enabling a strong impact to be made on others.
- Ability to hold others attention and influence decisions.
- A true passion for design and wellbeing in the workplace
- Articulate & Numerate
Knowledge, Skills and Experience Required
- FluentEnglish
- Self-motivated individual who can work well either on their own and in a team.
- Ability to manage own area, introduce tailored customer solutions to drive sales forward.
- Proven track record and a proactive approach to Solution Selling and preferably having strong existing relationships across the Eastern North American Industrial space
- Competent IT skills are required 6 MS Office, Word, Outlook, Salesforce, etc
- Excellent communication skills with a friendly approach to problem solving
- Ability to work under pressure with an excellent attention to detail
- Sound commercial acumen and an ability to communicate with colleagues and customers to assist the closing of sales opportunities.
- A high degree of professionalism and an exceptional understanding of the specification design process with the ability to communicate at each of these levels where necessary.
- Ability to prioritize work according to demand and work alongside colleagues internally and externally to deliver customer service excellence.
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 candidate9s 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.
