Please direct your responses to: nancy.smith@windriver.com ACCOUNT MANAGER � Aerospace & Defense � Work as a member of a team that consists of: Sales VP, Field Applications Engineer, Product Specialists, Inside Sales Representatives and Solutions Architects � Proactively create the demand for Wind River solutions and build a pipeline of qualified business prospects within an already established customer base of major accounts in the Aerospace & Defense marketplace in Pacific Northwest and Northern California. � 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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