Global Alliance Manager - CA
Bay Area
Responsibilities
q Build and foster credible high-level relationships within Wind River's Semiconductor Alliances and ISVs
q Understand the detailed strategy of each partner and use to help WRS intersect strategic directions. This involves tight communications with WRS Marketing, Product Management, Solutions/Services, and Executive Management.
q Create and manage a strategic plan for each partner. Communicate and drive the plan throughout the Wind River virtual team.
q Pro-actively create the demand for Wind River solutions through tight two-way strategic partnerships and matchmaking.
q Develop and maintain a strong presence within each strategic partner and be viewed as a trusted advisor to the partner.
q Participate in negotiating and closing large deals
q Gather intelligence about each partner, the ecosystem and the partner's go-to-market strategies
q Direct the effort of the FSO to work with the partner to make sure that they are using our products to the maximum benefit and recommending them in their sales efforts.
q Achieve revenue goals and objectives annually and quarterly as directed
q Communicate the Wind River mission to customers, partners and employees alike
Requirements
q MBA Preferred
q BS/BA Business or Technical Discipline
q 7+ years experience as a business development, partner or sales representative successfully managing strategic accounts or partnerships
q 3+ years experience in a technical environment
q Understanding and application of corporate strategy, business models and plans with partners in launching new markets or businesses in a corporate environment
q Understanding and a track record of structuring and closing deals from development of term sheets through closing
q Experience in driving business activity internationally with communication in Mandarin a plus
q Demonstrated experience and success managing cross functionally and ability to manage projects
q Experience in selling to or partnering with semiconductor companies
q Experience in one or more vertical markets and go-to-marketing initiatives
q Excellent presentation skills
q Track record of success in identifying, driving and closing partnerships and deals that have a material strategic and financial impact
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