Sales Account Director

**Job Title**: Sales Account Director - Large Deals Team **About Wind River**: Wind River is a global leader in delivering software for mission-critical intelligent systems. For over four decades, we have been at the forefront of innovation, enabling customers across industries to tackle complex challenges and achieve their goals. Our industry-leading solutions, including **Wind River Operator, Wind River Developer, VxWorks**, and **eLxr**, are trusted by the world’s top organizations in **Telecommunications**, **Automotive**, **Industrial**, **Aerospace & Defense**, and **Enterprise**sectors. At Wind River, we are committed to empowering our customers to thrive in a connected, intelligent world by providing cutting-edge technologies and unparalleled support. Join us in driving innovation and making a lasting impact on industries that matter most. **Job Overview**: We are seeking an experienced and dynamic **Sales Account Director**to join our **Large Deals Team**, focused on selling **Wind River Operator**, **VxWorks**, and **eLxr**solutions. This role is designed for a sales professional with a proven track record of closing large-scale deals (>$10M TCV), strong experience in collaborating with partners to deliver complex solutions, and a deep understanding of enterprise sales. **Key Responsibilities**: - ** Large Deals Strategy & Execution**: - Develop and execute sales strategies for high-value opportunities ($10M+ TCV). - Drive adoption of Wind River’s **Operator**, **VxWorks**, and **eLxr** solutions within target industries. - Identify and qualify strategic opportunities in Enterprise, Auto, Telco, Industrial, and Government verticals. - Act as the primary account owner, orchestrating resources and partnerships to deliver results. - ** Partner Collaboration**: - Collaborate with strategic partners to design and deliver complex, integrated solutions that meet customer needs. - Leverage partner ecosystems to enhance the value proposition of Wind River’s offerings in competitive environments. - ** Customer Engagement**: - Build trusted relationships with C-suite executives, technical stakeholders, and business decision-makers. - Present Wind River’s solutions in the context of business value, demonstrating ROI and alignment with customer goals. - Navigate complex sales cycles and lead contract negotiations to closure. - ** Market Focus**: - Focus on **10-15 large engagements annually** across industries such as **Automotive**, **Telco**, **Industrial**, and **Enterprise**. - Prioritize **Enterprise** sales as a core competency while leveraging expertise in Industrial, Telco, Auto, and Government sectors. - ** Team & Pipeline Management**: - Collaborate with the Large Deals Team to share insights, coordinate efforts, and maintain visibility on progress. - Accurately forecast sales opportunities, using CRM tools to track progress and maintain disciplined pipeline management. **Required Qualifications**: - ** Experience**: - Minimum of 15 years in enterprise sales, with a proven track record of consistently closing $10M+ TCV deals. - Demonstrated success in selling complex solutions in **Enterprise**, with additional experience in **Industrial, Telco, Auto**, and **Government**. - Experience working with partners to design and deliver complex, multi-stakeholder solutions. - ** Domain Expertise**: - Deep understanding of **cloud-native technologies**, **real-time operating systems (RTOS)**, and hybrid environments. - Familiarity with Wind River solutions, including Operator, VxWorks, and eLxr, is highly preferred. - ** Skills**: - Exceptional strategic selling skills with the ability to position technical solutions to solve business challenges. - Strong relationship-building capabilities with customers, partners, and internal teams. - Excellent presentation, negotiation, and communication skills. - Fluency in English and German - ** Mindset**: - Results-driven with a passion for driving large-scale engagements and complex sales. - Highly collaborative, with the ability to work cross-functionally in a fast-paced environment. **Preferred Qualifications**: - Proven experience in selling to **Enterprise** customers is a **must-have**. - Experience in **Automotive**, **Telco**, **Industrial**, or **Government** sectors is highly desirable. - Knowledge of Kubernetes, microservices architecture, and containerization technologies is a plus. **Compensation and Benefits**: - Competitive base salary with uncapped commission potential. - Comprehensive benefits package, including health insurance, retirement plans, and stock options. - Opportunity to be part of a high-impact Large Deals Team driving transformative solutions across key industries. LI-AW1