Company
Wind River, a wholly owned subsidiary of Intel Corporation, is a world leader in embedded and mobile software. Wind River has been pioneering computing inside embedded devices since 1981 and its technology is found in more than 1 billion products. The firm is headquartered in Alameda, CA, with operations in fifteen countries worldwide.
We provide software solutions and services including development tools, simulation tools (Simics), test management tools, embedded virtualization and multi-core expertise for developers building smart devices on real-time operating system platforms (VxWorks, Linux and customer proprietary), and specific Middleware for use in these Devices. Primary Markets that Wind River addresses include Aerospace & Defense, Industrial, Medical, Network Equipment, Security, Digital Living, Mobile and Automotive.
Wind River's annual revenue is approximately $400M. The market for embedded software is growing rapidly and the complexity of such systems is driving the need to find more efficient and effective ways for electronics manufacturers to get reliable, connected products to market more quickly. Wind River is positioned extremely well to grow and to continue to lead in this market space.
Wind River has built a first-class organization. We are searching for a seasoned Senior Director of Corporate Sales. More details follow.
Responsibilities
Reporting to the SVP of North American Sales, the Senior Director of Corporate Sales will lead a team of 5 Inside Sales Managers that, in turn, manage 24 Inside Account Executives, 4 Maintenance Sales Reps, and a Team of 7 Sales Support Reps. This team will grow significantly over time in terms of both personnel and revenue. This is a key role within the Wind River organization, as the company intends to increase the impact of Inside Sales on the overall sales function. Currently, a large percentage of Field Sales time is spent on lower ASP activity. The company intends to refocus and grow the Inside Sales organization to shift some of the activity away from the field, in order to allow Field Sales to focus on the larger, more strategic transactions for the company. As such, the Senior Director of Corporate Sales will lead this important initiative to refocus and grow his/her team, so Wind River can more efficiently and effectively address this part of the market. The Senior Director of Corporate Sales will be responsible for:
Managing the revenue generation efforts of the Corporate (Inside Sales) team
• Achievement of the annual revenue target for the group
• Developing/reviewing the quarterly sales strategies and goals for the team
• Through reviews with the SVP NA Sales, ensuring the matching of expectations of the inside sales team with the organization's resources and capabilities
• Overseeing and ensuring the successful penetration of all new opportunities
• Monitoring team performance against goals, taking corrective action as needed
• Motivating the team
Building an effective and efficient Inside Sales sales force and organization
• Hiring, developing, reviewing, and promoting team members – in particular, growing the team substantially in the coming years to reflect the increasing importance of this function within the overall sales organization
• Setting the overall compensation structure and quarterly targets for the team members
• Overseeing the Account Executive (Inside Sales Rep) review process
• Building the annual budget for the Inside Sales function
Developing the Inside Sales group's overall processes and systems capabilities
• Identifying and implementing opportunities to improve sales processes to increase revenue generation and customer satisfaction
• Identifying and implementing opportunities to improve systems, tools, technologies and reporting capabilities to increase revenues and/or client satisfaction
Qualifications
The ideal candidate will have "grown up" in an inside sales environment. He/she must be capable of utilizing contemporary research and on-line tools available (Social CRM, Social Media, Twitter, Salesforce.com, Webcasts, etc.) in addition to more traditional value based sales methodologies. Candidates must have demonstrated success building a cold-calling, prospecting machine that has resulted in a repeatable, scalable system of lead generation and understand the stages of funnel management. This person will have a minimum of 5 years experience directly managing an inside sales force or aggressive call-center team, and will have a minimum of 10-15 years in overall technology or business sales experience. To be a viable candidate, this person will have shared responsibility for a quota of $100M+ and have a solid record of achievement and high performance. A good grasp of the embedded and/or technical software business is a plus. This individual will have successfully managed a large team of inside sales people in a high growth environment and will have a track record of success. Candidates must have an undergraduate college degree.
The Senior Director of Corporate Sales will be an honest, open communicator that possesses strong points of view, is willing to debate, and is able to make tough decisions. S/he will be apolitical, and while consensus driven, is able to drive toward a conclusion that is embraced by each team in the organization. S/he will possess good business judgment, be a senior manager capable of determining the most effective and efficient way to organize and use resources, and be a person of high integrity. Finally, the successful candidate will possess a strong work ethic, high level of energy, flexibility, and a sense of humor.
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