Please direct your responses to: nancy.smith@windriver.com
Reporting to the VP of Networking Sales, Americas, this role will have responsibility for the long term strategic business relationship with Cisco (an existing customer and partner) with the goal to position Wind River as the premier provider of solutions and services in our target markets to the account. This implies deep understanding and alignment with Cisco's organization, critical business initiatives and objectives. The person in this role will be responsible for maintaining $5-10M in annual bookings/revenue, while managing the strategy, initiatives and activities that support this goal via the direct positioning and selling of Wind River solutions and services into Cisco globally. This employee will oversee the global sales team, Wind River marketing, business development, product line management, services and finance activities related to this account. The Global Account Director will also be responsible for building processes to ensure customer satisfaction.
In addition s/he will be responsible for:
��� Developing a long-term sales and account management strategy as well as devising and implementing the tactics needed to realize that strategy
- Leading and mentoring a small team of sales professionals both domestically and internationally to sell business value, serve the needs of Cisco as a critical global account, and create joint revenue partnerships with Cisco
- Although the Cisco GAD will not have direct reports he/she will have dotted line management of all supporting sales regions and be responsible for setting of quotas, assigning sales credit for achievement, and otherwise setting direction and managing execution against plans
- Direct involvement in cultivating relationships between Wind River and Cisco at all levels.
- Leading the creation and execution of a plan that grows our business with the account at rates exceeding that of the market, and of Wind River overall.
- Maintaining a strong presence within Cisco and becoming a trusted advisor and partner to divisional GMs, VPs, and CXOs.
- Developing and driving the global account strategy and leveraging the skills of a team comprised of account managers, pre-sales engineers, professional services sales managers, and post-sales technical support.
- Understanding Cisco's business, including the technology problems that they are working to solve, and the needs of the Cisco's customers.
Engaging in P&L level conversations with Cisco leaders, scheduling meetings with senior executives and guiding those meetings through complex business and technology discussions.
- Communicating effectively with senior executives and handling business reviews both internally and externally.
- The Global Account Director for Cisco may have additional responsibilities for other Major/Strategic networking accounts in the region beyond Cisco (TBD)
Qualifications
The ideal candidate will be a seasoned, aggressive and energetic sales leader with a minimum of 15+ years of experience in successful sales and global account management. The GAD for Cisco will have demonstrated previous success generating significant revenue growth over extended periods of time with other strategic accounts
Additional expectations include abilities and demonstrated success in the following areas:
- Experience selling to Cisco is highly preferred
- Creative thinking and leadership skills are imperative
- Experience as an individual contributor exceeding assigned quota
- Successfully selling business value with a solutions sales approach to technical and executive level decision makers
- Major account planning and ability to negotiate large deals
- An excellent technical background; and, ideally, an understanding of the networking and embedded software business
- Proven experience dealing with complex business and software development processes and issues
- An inherent sense of urgency and bias for action
- Excellent presentation and public speaking skills
- Technical and/or business related degree—MBA preferred.
In addition s/he will be responsible for:
��� Developing a long-term sales and account management strategy as well as devising and implementing the tactics needed to realize that strategy
- Leading and mentoring a small team of sales professionals both domestically and internationally to sell business value, serve the needs of Cisco as a critical global account, and create joint revenue partnerships with Cisco
- Although the Cisco GAD will not have direct reports he/she will have dotted line management of all supporting sales regions and be responsible for setting of quotas, assigning sales credit for achievement, and otherwise setting direction and managing execution against plans
- Direct involvement in cultivating relationships between Wind River and Cisco at all levels.
- Leading the creation and execution of a plan that grows our business with the account at rates exceeding that of the market, and of Wind River overall.
- Maintaining a strong presence within Cisco and becoming a trusted advisor and partner to divisional GMs, VPs, and CXOs.
- Developing and driving the global account strategy and leveraging the skills of a team comprised of account managers, pre-sales engineers, professional services sales managers, and post-sales technical support.
- Understanding Cisco's business, including the technology problems that they are working to solve, and the needs of the Cisco's customers.
Engaging in P&L level conversations with Cisco leaders, scheduling meetings with senior executives and guiding those meetings through complex business and technology discussions.
- Communicating effectively with senior executives and handling business reviews both internally and externally.
- The Global Account Director for Cisco may have additional responsibilities for other Major/Strategic networking accounts in the region beyond Cisco (TBD)
Qualifications
The ideal candidate will be a seasoned, aggressive and energetic sales leader with a minimum of 15+ years of experience in successful sales and global account management. The GAD for Cisco will have demonstrated previous success generating significant revenue growth over extended periods of time with other strategic accounts
Additional expectations include abilities and demonstrated success in the following areas:
- Experience selling to Cisco is highly preferred
- Creative thinking and leadership skills are imperative
- Experience as an individual contributor exceeding assigned quota
- Successfully selling business value with a solutions sales approach to technical and executive level decision makers
- Major account planning and ability to negotiate large deals
- An excellent technical background; and, ideally, an understanding of the networking and embedded software business
- Proven experience dealing with complex business and software development processes and issues
- An inherent sense of urgency and bias for action
- Excellent presentation and public speaking skills
- Technical and/or business related degree—MBA preferred.
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