Key Account Manager - Aerospace & Defence EMEA
Description
Wind River
In a world increasingly driven by software innovation, Wind River is pioneering the technologies to accelerate the digital transformation of our customers with a new generation of Mission Critical AI Systems in an AI-first world with the most exacting standards for safety, security, performance, and reliability. Success will be determined by our ability to innovate with velocity and sell at the solutions level.
Wind River’s impact spans critical infrastructure domains such as telecommunications, including 5G; industrial (automation, sustainable energy, robotics, mining), connected healthcare and medical devices, automotive (connected and self-driving vehicles), and aerospace & defense. We were recognized by VDC Research in July 2020 as #1 in Edge Compute OS Platforms, overtaking Microsoft as the overall commercial leader. Wind River regularly wins industry recognitions for excellence in IoT security, cloud and edge computing, as well as 8 consecutive years as a “Top Work Place”. If you’re passionate about amplifying your impact on the world, in a caring, respectful culture with a growth mindset, come join us and help lead the way into the future of the intelligent edge!
ABOUT THE OPPORTUNITY
The Key Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers Aerospace & Defense, EMEA with high potential.
The Key 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 Key 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 – 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 – ability to understand Customer’s power-map, internal and external influencers.
- Trusted advisor - Establishes strong management and Cxx 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 customer’s 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 – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize bench marking and ROI data to support the customer’s 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 – Leverage support organizations including Marketing, inside sales, BDRs, and Partners to funnel pipeline into the assigned territory.
- Leverage Wind River Solutions – 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
- French and Italian fluent
- 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 A&D market in EMEA
- Competent IT skills are required – 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.
BENEFITS & PERKS
- Birthday and Volunteer Time off
- Competitive Benefits Package
- Life and Disease Insurance
- Annual Medical Check-up
- Selective Working Hour
- Employee Assistance Program
Wind River is an Equal Opportunity Employer with a commitment to diversity. We prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation, or any other legally protected status.
Wind River is an Equal Opportunity Employer with a commitment to diversity. We prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.