ACCOUNT MANAGER - Aerospace & Defense - HUNTSVILLE, AL
· Work as a member of a team that consists of: Sales VP/Director, Technical Account Manager, Product Specialists, Inside Sales Representatives and Services Sales Manager
· Proactively create the demand for Wind River solutions and build a pipeline of qualified prospects within an already established customer base and with new accounts in the Aerospace & Defense marketplace in the Southeast US
· Build and manage an accurate forecast to achieve a quota goal
· Become the trusted advisor to the senior level decision makers by establishing and developing business relationships based on a commitment to quality of Wind River solutions
· Meet with and listen to the needs of prospective customers to understand their current and future technical requirements
· Coordinate demonstrations, seminars, etc. to present the value proposition of using Wind River solutions to the customer
· Work with Field Engineers, vertical market representatives and various WR resources to demonstrate how Wind River solutions will address the needs of the customer
· Prepare written proposals articulating our solutions. Close business on a quarterly basis that reflects at least 100% of the assigned quarterly goal
· Direct the effort of the Customer Support Organization to work with the customer after the sale to make sure that they are using our products to the maximum benefit
· Provide accurate and factual information regarding customer product feedback to Wind River Marketing and Engineering
· Understand the strengths and weaknesses of our competitor products
· Convey an image of Wind River as a customer centric total solutions company
REQUIREMENTS
· BS/BA Degree - MBA preferred (BSEE/BSCE helpful but not necessary)
· Approximately 10 years technology sales experience in the software arena
· Demonstrated success using a consultative, solutions oriented sales approach
· Track record of success achieving or exceeding assigned quota
· Solid grasp of embedded software sales and OEM marketplace
· Demonstrated success establishing and cultivating business relationships with 'C' level executives
· Strong hunting and prospecting skills as well as the ability to build solid relationships and attain trusted advisor level credibility with established customers
· Evidence of success selling high dollar value solutions to customers within the Aerospace and Defense market
· Excellent listening, presentation and public speaking skills
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