Key Account Manager

[ Key Account Manager -China ] 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 As an Account Manager on our team, you’ll have responsibility for developing, fostering, and maintaining long-term, business relationships in your region. The ultimate goal is for Wind River to be the premier provider of Distributed Edge Cloud solutions and services within the China market.

In your daily job you will:

• 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.
• Work with and 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.
• Engage with both internal and external senior executives to review business plans and sales strategies.
• Grow GSM business by effectively leveraging PS resource.
• Develop private Cloud business in this territory.

How You Will Contribute Key skills and competencies for succeeding in this role are:

• Strong and comprehensive understanding of the software eco-system, gained through a minimum of 8 years of experience within sales and account management (ideally in the Embedded market space as well as Cloud, Enterprise and Open-Source software business)
• Major account planning experience involving negotiations 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.
• Maintain a positive outlook in the face of challenges, strong discipline, and organizational skills with a focus on delivering results.
• Excellent verbal and written communication skills.
• Business level English.
• Bachelor’s degree (Electrical Engineering/Computer Science preferred), MBA is a plus.

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.

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Aptiv is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, disability status, protected veteran status or any other characteristic protected by law.