Description Position at Wind River Director, Strategic Engagements Job Overview: We are seeking an experienced and dynamic large deals pursuit leader. This role entails pursuit of larger and/or strategic opportunities with direct customers or partners. This role will leverage our cloud and embedded software portfolio, including Wind River Cloud Platform, VxWorks, embedded Linux, and eLxr commercial Debian Linux. It is designed for a sales professional with a proven track record of closing large-scale deals (>$10M TCV), strong collaboration experience with partners to deliver complex solutions, and a deep understanding of enterprise sales. The ideal candidate will have over 15 years of experience selling into Enterprise accounts, with additional expertise in Industrial, Financial Services, Pharma, Manufacturing, Telco, Automotive, and Government sectors. You will drive 5-10 large-scale engagements annually, supporting transformative initiatives in industries critical to our growth strategy. Key Responsibilities: Large Deals Strategy & Execution: Develop and execute sales strategies for high-value opportunities ($10M+ TCV). Drive adoption of Wind River’s Operator, VxWorks, and eLxr solutions within target industries. Identify and qualify strategic opportunities. Act as the primary account owner, orchestrating resources and partnerships to deliver results. Partner Collaboration: Collaborate with strategic partners to design and deliver complex, integrated solutions that meet customer needs. Leverage partner ecosystems to enhance the value proposition of Wind River’s offerings in competitive environments. Customer Engagement: Build trusted relationships with C-suite executives, technical stakeholders, and business decision-makers. Present Wind River’s solutions in the context of business value, demonstrating ROI and alignment with customer goals. Navigate complex sales cycles and lead contract negotiations to closure. Market Focus: Focus on 10-15 large engagements annually across industries such as Automotive, Telco, Industrial, and Enterprise. Prioritize Enterprise sales as a core competency while leveraging expertise in Industrial, Telco, Auto, and Government sectors. Team & Pipeline Management: Collaborate with the Large Deals Team to share insights, coordinate efforts, and maintain visibility on progress. Accurately forecast sales opportunities, using CRM tools to track progress and maintain disciplined pipeline management. Required Qualifications: Experience: Minimum of 15 years in enterprise sales, with a proven track record of consistently closing $10M+ TCV deals. Success in selling complex solutions in Enterprise, with additional experience in Industrial, Telco, Auto, and Government sectors. Experience working with partners to design and deliver complex, multi-stakeholder solutions. Domain Expertise: Deep understanding of cloud-native technologies, RTOS, and hybrid environments. Familiarity with Wind River solutions, including Operator, VxWorks, and eLxr, is highly preferred. Skills: Exceptional strategic selling skills to position technical solutions to solve business challenges. Strong relationship-building skills with customers, partners, and internal teams. Excellent presentation, negotiation, and communication skills. Mindset: Results-driven with a passion for driving large-scale engagements and complex sales. Highly collaborative, capable of working cross-functionally in a fast-paced environment. Preferred Qualifications: Proven experience in selling to Enterprise customers. Experience in Financial Services, Automotive, Telco, Industrial, or Government sectors is highly desirable. Knowledge of Kubernetes, microservices, and containerization technologies is a plus. Compensation and Benefits: Competitive base salary with uncapped commission potential. Comprehensive benefits, including health insurance, retirement plans, and stock options. Opportunity to be part of a high-impact team driving transformative solutions across key industries. About Wind River: Wind River is a global leader in delivering software for mission-critical intelligent systems. For over four decades, we have been at the forefront of innovation, enabling customers across industries to tackle complex challenges and achieve their goals. Our solutions, including Wind River Operator, Wind River Developer, VxWorks, and eLxr, are trusted by top organizations in Telecommunications, Automotive, Industrial, Aerospace & Defense, and Enterprise sectors. We are committed to empowering our customers to thrive in a connected, intelligent world with cutting-edge technologies and support. Benefits: Flexible home office options, including hybrid or 100% remote work. Named Top Workplace for 8 consecutive years. Our commitment to DEIB. 100% employee-covered medical, dental, and vision insurance. Flexible Time Off + 12 holidays. 401K with company match. HSA and FSA options. Wellness benefits through Unmind. Compensation: The annual base salary range for this role in Colorado, New York, SF Bay Area, and New Jersey is $201,600 to $275,000, determined through interviews and considering various factors. Employees are eligible for benefits including health insurance, 401k, and holidays. Our Commitment to Diversity: Wind River is dedicated to providing a discrimination and harassment-free workplace. Employment decisions are based on qualifications and business needs, regardless of protected characteristics. We do not tolerate discrimination or harassment. For more information, visit www.windriver.com . Applicant Privacy Notice: Your privacy is important. Please review our Privacy Notice here .

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