Partner Account Manager – Telecoms (EMEA)

Remote - UK

ABOUT 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. 

 
YOUR ROLE

Wind River is seeking a highly motivated Partner Account Manager to join our Telco Partner Ecosystem team. This role combines technical and commercial leadership, with responsibility for driving growth through our most strategic telecom partners. You will engage at both the business and technical levels, fostering long-term relationships with key stakeholders, guiding joint solution development, and positioning Wind River as the premier provider of intelligent edge solutions.In your daily job you will:

• Develop and manage long-term strategic relationships with assigned telecom partners and accounts.
• Collaborate with partners and internal teams to identify new business opportunities, co-innovate on solutions, and accelerate adoption of Open RAN, 5G, and edge technologies.
• Act as a trusted advisor to senior executives, understanding customer challenges, business models, and strategic priorities.
• Lead cross-functional account teams—including technical, pre-sales, product management, and services—to deliver aligned strategies and outcomes.
• Drive joint go-to-market initiatives with partners, from opportunity identification through to contract closure.
• Manage technical aspects of partner engagements, including solution design, roadmap alignment, RFI/RFP responses, and technical issue resolution.
• Maintain visibility at industry forums and events, building Wind River’s presence and thought leadership.
• Provide regular updates to Wind River leadership on account progress, challenges, and pipeline growth.

Who You Will Work With

• Strategic Telco partners, including hardware, software, and telecom equipment providers.
• Wind River cross-functional teams across sales, engineering, product management, and marketing.
• Senior executives and C-level stakeholders at customer and partner organizations.
• Global sales colleagues to ensure alignment and share best practices across regions.

HOW YOU WILL CONTRIBUTE 

Key skills and competencies for succeeding in this role are:

• 10+ years of experience in telecom sales, partner management, or account management, ideally with a background in software infrastructure or open-source technologies.
• Strong knowledge of telecom and 5G ecosystems, including virtualization, containers, Kubernetes, NFV, SDN, and Open RAN.
• Demonstrated track record of driving double-digit growth and exceeding sales quotas.
• Proven ability to navigate complex accounts, build C-level relationships, and negotiate large-scale agreements.
• Comfortable engaging in both technical and commercial conversations, with the ability to influence at all levels.
• Excellent communication, presentation, and relationship-building skills.
• Bachelor’s degree in business, engineering, or a related field; MBA preferred.

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 candidate's 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.