Job Description
Strategic Account Manager, U.S. Federal Civilian Agencies
Technology Office | U.S.A. - Maryland, Virginia, Washington DC area
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
Wind River is a leading technology solutions provider with a rich history of serving the U.S. Aerospace, Government & Defense (AGD) markets. We are looking to expand our coverage in the Federal Civilian sector. We are actively seeking a senior level, experienced, Strategic Account Manager with a profound understanding of software infrastructure technology. This position will be focused on the critical Federal Government / Civilian sector, helping to achieve our sales growth initiatives. This role demands a professional with 8+ years of sales experience who is able to showcase a strong background in enterprise Linux and virtualization. We are looking for a proven track record of driving sales and revenue growth through sales excellence. The opportunity territory will be built around the U.S. Government, Federal Civilian and non-defense civilian agencies. The role will be focused on selling Wind River’s enterprise cloud solutions directly and through distribution partners. The chosen candidate will be directly involved in building a strategy, identifying potential customers, creating & expanding customer relationships, recommending & influencing buy decisions, utilizing an ecosystem of partners, developing quotes, and closing / capturing high-value opportunities within the sector. The candidate will also be required to leverage real-time, highly secure infrastructure and application toolchains across bare metal and cloud-native environments, to deliver consistent growth.
This position will report to a Director of Sales, AGD.
PRIMARY RESPONSIBILITIES
- Account Management: Develop strategies to execute plans for the Federal Civilian marketspace. Create high-value revenue generating opportunities and establish short and long-term customer success and revenue results with continued interaction. Lead efforts with key internal and external partners along with business and technical decision makers in developing, long-term, tailored account plans to grow sales and partner impact, leveraging relationships, influence, and industry knowledge. Build relationships with the broader ecosystem to shape ability and opportunity while leveraging knowledge of customer business. Shape relationships and run a regular account governance with the extended account team. Provide feedback to the account team members and relevant managers.
- Customer & Partnership Engagement: Grow and maintain a dynamic ecosystem of
- partners, fostering relationships that enhance our market presence and technological
- capabilities while ensuring integrity, brand, growth, and consistent business results within our customers.
- Operational Excellence: Ensure the delivery of highly secure, performant solutions
- tailored to the specific needs of Federal Civilian government clients. Utilization and upkeep of client and opportunity data in our internal tracking systems.
- Collaborative Execution: Collaborate with your extended team to ensure a cohesive approach to market penetration and customer satisfaction.
- Develop Relationships: With Federal Civilian agencies to better understand and influence unique requirements, goals, objectives related to new programs and product lifecycles relevant to Wind River.
- Create Capture Plans: Align Wind River’s overall strategic direction and product strategies with Federal / Civilian Government needs and requirements, in order to build capture plan for each agency or group.
- Pursue growth opportunities: Look across the U.S. Government (non-defense) market and determine who WR should be talking with and how WR can influence requirements for future opportunities.
- Develop and maintain deep and productive relationships with key stakeholders across the Federal Civilian agencies, industry partners, and influencers.
- Scout, assess, and develop strategic partnerships and alliances with companies that can enhance WR's position for major opportunities.
- Influence technology decisions by educating customers about WR.
- Develop a deep understanding of various government federal civilian needs, budgetary constraints, and program procurements that lead to shorter time to revenue for WR.
- Provide strategic direction and leadership to WR Field Application Engineers (FAE’s) who will help navigate various programs technically with pre-sales activities.
- Develop comprehensive opportunity plans to support sales growth.
- Evangelize various technologies at federal events, conferences, and industry gatherings.
ABOUT YOU
Basic Qualifications:
- U.S. Citizenship is required. The ability to obtain and maintain a Security Clearance is a plus.
- Bachelor’s Degree and minimum of 8 years of experience in U.S. Public Sector Account Management.
- Strong preference for 5 years minimum experience with selling software infrastructure technology.
- Must have an established network within federal and civilian government agencies.
- Experience with building new territory business in Federal Civilian sector.
- Strong background with Linux operating systems and Enterprise virtualization technologies, including both bare metal and cloud native environments. Otherwise, strong ability to learn and experience with understanding and promoting technology products and services.
- Proven ability to develop and execute strategies, build ecosystems, and foster partnerships.
- Knowledge of Public Sector Federal Civilian related regulations, procedures, legal frameworks, programs, and procurement, including FAR.
- Exceptional track record with communication, and interpersonal skills, capable of engaging with stakeholders at all levels of a customer, to deliver business results.
- Bachelor’s degree and/or equivalent work experience. An advanced degree (MBA or equivalent) is highly preferred
- Eligibility for US Security Clearance (current status a plus)
- Exceptional verbal and written communication skills, with experience presenting at executive levels.
- Must be willing to travel domestically for customer meetings and internal meetings as needed.
BENEFITS
- Hybrid work model for workplace flexibility
- Comprehensive health, dental, and life insurance
- Short and long-term disability coverage
- RRSP matching for financial security
- Flexible time-off policies for work-life balance
- Employee assistance program for mental well-being
- Learning benefits, including a LinkedIn Learning subscription and seminars
Join us at Wind River, where we're not just shaping technology; we're shaping the future of a safer, more connected world. Your journey to make a meaningful impact begins here.
Compensation
The salary range for this role’s listed grade level is based on On-Target-Earnings (OTE), 60% base+40% commission at currently $263k to $330k for MD and VA residents and $275k to $350k for 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.
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.
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.
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