Regional Account Manager

Aptiv PLC; Remote; GBP 60,000 - GBP 80,000; Full time

Job summary

A leading technology company is seeking a Regional Account Executive to manage customer relationships and drive sales growth in the UK and Ireland. You will be responsible for prospecting new business, achieving revenue targets, and establishing C-level relationships. The ideal candidate has 10+ years of sales experience, familiarity with Linux and cloud platforms, and strong prospecting skills. This position offers a competitive salary and benefits, as well as the flexibility of remote work.

Benefits

Health and life insurance

Company-funded healthcare

25 days of annual holiday

Paid days for volunteering

Group Personal Pension Plan

Qualifications

• 10+ years of quota-bearing sales experience, primarily with decision makers.
• Experience with Linux and open-source software or software development.
• Ability to work under pressure with attention to detail.

Responsibilities

• Prospecting, qualifying, selling and closing new business.
• Develop effective account plans for revenue target delivery.
• Establish strong management and C-level relationships.

Skills

Quota-bearing sales experience

Consultative sales approach

Strong hunting and prospecting skills

Excellent communication skills

Education

Master's degree or equivalent in business administration or computer science

Tools

Linux

VMware

Redhat

Job description

Regional Account Executive – Strategic Industries

Location: UK Remote

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 EMEA Strategic Industries Sales Team is engaged in both collaborative and strategic long-term partnerships allowing them to unlock the full potential of Wind River solutions, and building new business of the near and far future. We strive to become the premier provider of products and services for our customers, engaging at the senior management level in a vision-setting, business outcomes-focused, value-added capacity.

Your Role

The Regional Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business within new and existing customers in the UK & Ireland. In addition, the Regional Account Executive brings a “Point of View” to Customer engagement; uses all resources to solve customer problems with appropriate Wind River products and Services, with accountability for increasing revenue of all Wind River solutions through Software Subscriptions and Licensing, Customer Success Engagement, Professional Services and retention activities such as Consulting, Enablement and Education Services.

How You Will Contribute

• 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 - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage them to drive strategy through the organization.

• Organizational acumen – ability to understand Customer’s power-map, internal and external influencers.

• Trusted advisor - Establishes strong management and C-level relationships based on knowledge of customer requirements and commitment to value. Build a foundation 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 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 a comprehensive business plan to address customer and prospects' priorities and pain points. Utilize benchmarking 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 the pipeline current and move the Sales Cycle.

• Pipeline partnerships – Leverage support organizations, including Marketing, inside sales, SDRs, 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 Wind River Linux, ElxrPro, Wind River Cloud Platform, and associated Professional Services.

• 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

Your Background

• Attitude is everything.

• The ideal candidate should have 10+ years of quota-bearing sales experience, ideally selling into decision makers across relevant industries in the UK/I.

• Experience with Linux and open-source software or software development an advantage.

• Experience with Cloud Platforms such as VMware and enterprise software such as Redhat.

• Embedded software sales a plus.

• Demonstrated success using a consultative, solutions/value-oriented sales approach and team selling environment.

• Evidence of success selling solutions to new and existing customers.

• Strong hunting and prospecting skills.

• Excellent listening, presentation and public speaking skills.

• Excellent written and verbal communication skills.

• Self-motivated individual who can work well on their own or in a team.

• Ability to manage own area and introduce tailored customer solutions to drive sales forward.

• Ability to work under pressure with excellent attention to detail.

• Masters degree or equivalent in business administration or computer science

Your Benefits

• Health and life insurance: Wind River provides a company-sponsored life insurance offering x3 base salary cover, from the first day of employment.

• Income protection: Wind River offers company-sponsored permanent health insurance from the first day of employment

• Healthcare: Company-funded healthcare is available to all employees, including vision care and Dental

• Holidays: Employees benefit from 25 days of annual holiday, plus 8 public holidays. You will also receive your birthday off!

• Wind Gives Back: All employees are encouraged to take advantage of five paid days each year to volunteer with not-for-profit community organisations or activities in their communities.

• Pension: Employees are auto-enrolled in a Group Personal Pension Plan

• And more!

Security Clearance Requirements

Successful candidates must engage in a security clearance process in regards 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.

Privacy Notice - Active Candidates: https://www.aptiv.com/privacy-notice-active-candidates

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.