STRATEGIC ACCOUNT MANAGER – Telco & Networking Sector (LATAM)

Preferred Location:   Dallas or Miami (USA) | Home Office

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. 

ABOUT THE OPPORTUNITY

The Wind River sales team is a power-house 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 Strategic Account Manager with a successful entrepreneurial background and proven track record of achieving targets and building client trust. The successful candidate will be required to engage clients at the most senior levels and must therefore have an executive presence, exceptional communication and interpersonal skills and an ability to forge long lasting customer relationships.

This role will have responsibility for developing, fostering and maintaining long-term, strategic business relationships in key target Communication Service Provider (CSP) accounts.  The ultimate goal is for Wind River to be the premier provider of Distributed Edge Cloud solutions and services within the LATAM Telco market.

 
Responsibilities

• Develop, build and grow an effective presence within target accounts and become a trusted advisor to all customer touch points
• Establish long-terms sales and account management strategy and implement tactical approaches to realize that strategy
• Inspire the field teams (Engineering, Pre- Sales, Customer Success) to execute passionately against vision and strategy
• Position Wind River in all direct sales engagements, negotiations and RFPs
• Understand client business models and technology challenges
• Create and drive strategic revenue growth plans through solution selling sales plans
• Leverage Wind River’s strategic partner ecosystem and collaborate on mutually successful sales strategies
• Collaborate with global sales colleagues to establish and share best practices for continuous improvement

ABOUT YOU

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 deals
• 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 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
• Fluency in Spanish and Portuguese
• Bachelor’s Degree (EE/CS preferred), MBA preferred but not required

Desirable Personal Characteristics

• Drive, Passion, Curiosity
• High Integrity
• Team Player
• Strong Leadership
• Focused and Committed
• Planning & Organizing
• Communication

BENEFITS 

• Flexible home office! We offer the flexibility of a hybrid work schedule or 100% remote
• Named Top Workplace for the 8th year in a row
• Wind River’s commitment to DEIB
• 100% Employee covered Medical, Dental, and Vision insurance*
• Flexible Time Off policy* + 12 observed Holidays
• 401K with company match
• Health Savings Account (HSA) and Flexible Spending Account (FSA)
• Wellness Benefits through Unmind

Compensations OTE

The annual base salary range for this role’s listed grade level is $265,000 to $355,000 OTE for Colorado, New York, and New Jersey residents, and $296,000 to $400,000 OTE for SF Bay Area, Greater Seattle, NYC, and Washington, DC, 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

OUR COMMITMENT TO DIVERSITY 

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. 

APPLICANT PRIVACY NOTICE:                

Your privacy is of the utmost importance to us. At Wind River, we strictly adhere to all applicable data privacy laws. Please review Wind River's Applicant Privacy Notice, which can be found here.                    

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