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Description Position at Wind River

Wind River is a global leader in delivering software for mission-critical intelligent systems. For more than four decades, the company has been an innovator and pioneer, powering billions of systems that require the highest levels of security, safety, and reliability. Wind River helps customers across automotive, aerospace, defense, industrial, medical, and telecommunications industries solve complex technology challenges on their journey toward the new intelligent machine economy. The company’s software powers generation after generation of the safest, most secure systems in the world. Examples include playing a key role in NASA space missions such as Artemis I, the James Webb Space Telescope, and multiple Mars rovers. We’ve achieved recent 5G milestones , including the world’s first successful 5G data session with Verizon and building one of the largest Open RAN networks in the world with Vodafone. The company has received industry recognition for its technology innovation and leadership and for its workplace culture, including global Great Place to Work certification and being named a “Top Workplace” for ten consecutive years. If you want to be part of a unique culture where the lived experience is based on our cultural attributes of growth mindset, customer focus, and diversity, equity, inclusion & belonging, come join us and help advance the future software-defined world.

The Wind River sales team is a powerhouse in our organization, ensuring customers engage in collaborative and strategic, long-term partnerships, allowing them to unlock the full potential of Wind River solutions. We are looking for a Regional Sales Manager with a strong entrepreneurial background and proven track record of achieving targets and building client trust, and to lead a team of seasoned sales professionals. The successful candidate will be required to engage clients at the most senior levels and must therefore have had real presence, exceptional communication and interpersonal skills and an ability to forge long-lasting customer relationships. In addition, the expectation is to leverage and maximize the talents within the sales team, across the EMEA region.

The role will have responsibility for leading the sales team in developing, fostering and maintaining long-term strategic business relationships in key target accounts. The ultimate goal is for Wind River to be the premier provider of leading edge Software solutions and services within both existing A&D customers and new logos.

• Lead the team of A&D Account Managers in developing, building and growing strong presence within target accounts and become a trusted advisor to all customer touch points.
• Drive business growth by identifying and pursuing new market opportunities.
• Foster strong relationships with key clients and stakeholders to ensure customer satisfaction and retention.
• Establish long-term territory and account management vision as well as implanting tactical approaches to realize that strategy.
• Inspire the field teams (Pre-Sales Engineering, Marketing, Services, Customer Success) to execute passionately against that vision.
• Assist in positioning Wind River in all direct sales engagement, negotiations and RFPs.
• Understand client business drivers and challenges, and associated technology problems they have to solve.
• Collaborate with EMEA and Global sales colleagues to establish and share best practices for continuous improvement.

• Sales leadership peers and your direct team of colleagues to achieve your strategic vision and revenue goals. This will include pre-sales technical leadership and experts, professional services, product management, marketing, post-sales technical support and dedicated sales administration.
• EMEA sales teams within Wind River, collaborating on best practices, sales enablement and tools to effectively execute company goals and revenue targets.
• You will engage with both internal and external senior executives to review business requirements.

• Strong and comprehensive understanding of the software eco-system, gained through a minimum of 10 years of experience within sales and account management (ideally in the Embedded market space as well as Cloud and Open-Source software business).
• Major account planning experience, involving the negotiation of large deals.
• Significant experience as an individual contributor, consistently exceeding assigned quota.
• Ability to work effectively with senior management.
• Ability to operate in a matrix environment.
• Deployment of value-based and/or consultative 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.
• Strong communication and interpersonal skills.

• Drive, Passion, Curiosity.
• Honest with High Integrity.
• Strategic and Innovative Thinker.
• Results-Driven.
• Team Player.
• Strong Leadership.
• Focused and Committed.
• Planning & Organizing.
• Communication.

At Wind River, we value your privacy. As part of our compliance with applicable data privacy laws, please see Wind River's Applicant Privacy Notice, as set forth here: https://www.windriver.com/company/terms/applicant-privacy

We believe in diversity and inclusivity and that is why our interview process is designed for a positive candidate experience and to ensure every candidate is evaluated equally. All applications will be reviewed by our Talent Team and the successful candidate(s) will go through the following recruitment process:

• Recruiter interview.
• Hiring Manager interview.
• Team interview.

Wind River is committed to providing employees with a work environment free of discrimination and harassment. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, national, social, or ethnic origin, age, physical, mental, or sensory disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, HIV status, family medical history or genetic information, family or parental status including pregnancy, or any other status protected by the laws or regulations in the locations where we operate. Wind River will not tolerate discrimination or harassment based on these characteristics. To learn more, visit Wind River at www.windriver.com .