About the role
Director, Regional Sales] 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 a Director, Regional Sales on our team, you’ll have responsibility for leading the sales team in developing, fostering and maintaining long-term strategic business relationships in key target accounts. Our ultimate goal is to position Wind River as the premier provider of cutting-edge software solutions and services, trusted by both existing customers and newly acquired clients. In your daily job you will: Lead the Account Managers in developing, building and growing strong presence within target accounts and becoming a trusted advisor to all customer touch points Driving business growth by identifying and pursuing new market opportunities Foster strong relationships with key clients and stakeholders to ensure customer satisfaction and retention Establish long-term territory and account management vision as well as implanting tactical approaches to realize that strategy Inspire the field teams (Pre-Sales Engineering, Marketing, Services, Customer Success) to execute passionately against that vision. Assist in positioning Wind River in all direct sales engagement, negotiations and RFPs. Understand client business drivers and challenges, and associate technology problems they have to solve Collaborate with China and Global sales colleagues to establish and share best practices for continuous improvement HOW YOU WILL CONTRIBUTE Key skills and competencies for succeeding in this role are: We are looking for a Regional Sales Director with a strong entrepreneurial background and proven track record of achieving targets and building client trust, and to lead a team of seasoned sales professionals. The successful candidate will be required to engage clients at the most senior levels and must therefore have had real presence, exceptional communication and interpersonal skills and an ability to forge long-lasting customer relationships. In addition, the expectation is to leverage and maximise the talents within the sales team, across the China region. Strong and comprehensive understanding of the software eco-system, gained through a minimum of 12 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 the negotiation of large deals Significant 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 value-based and/or consultative 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 Strong communication and interpersonal skills Business level English. Bachelor’s degree (Science or Engineering preferred); MBA is a plus. SECURITY CLEARANCE
