Strategic Account Manager

ABOUT WIND RIVER

Wind River is a global leader in delivering software for mission-critical intelligent systems. For more than four decades, the company has been an innovator and pioneer, powering billions of systems that require the highest levels of security, safety, and reliability. Wind River helps customers across automotive, aerospace, defense, industrial, medical, and telecommunications industries solve complex technology challenges on their journey toward the new intelligent machine economy.

The company’s software powers generation after generation of the safest, most secure systems in the world. Examples include playing a key role in NASA space missions such as Artemis I, the James Webb Space Telescope, and multiple Mars rovers. We’ve achieved recent 5G milestones, including the world’s first successful 5G data session with Verizon and building one of the largest Open RAN networks in the world with Vodafone. The company has received industry recognition for its technology innovation and leadership and for its workplace culture, including global Great Place to Work certification and being named a “Top Workplace” for ten consecutive years.

If you want to be part of a unique culture where the lived experience is based on our cultural attributes of growth mindset, customer focus, and diversity, equity, inclusion & belonging, come join us and help advance the future software-defined world.

ABOUT THE OPPORTUNITY

Wind River is looking for a Strategic Account Manager (Partner Sales) who is relationship-driven, ambitious, and self-motivated to drive enterprise growth in the Japan market.

This is a partner-led role, where success comes from leveraging System Integrators (SIs) and ecosystem partnerships rather than direct-only selling.

The Strategic Account Manager (SAM) will:

• Drive enterprise business by leveraging CXO/CIO relationships
• Identify and develop opportunities through partner ecosystem
• Own revenue targets and expand strategic accounts
• Act as a trusted advisor to key enterprise customers

INTERFACE & COLLABORATION

• Report to Japan Regional Sales Director
• Collaborate closely with:
  • Partner ecosystem (System Integrators, Alliances)
  • Pre-sales, Engineering, Customer Success, and Services teams
• Engage with internal and external senior executives and stakeholders
• Work with Japan sales teams to execute partner-led GTM strategy

RESPONSIBILITIES

• Develop, build, and grow a strong presence within enterprise accounts through CXO/CIO relationships
• Drive partner-led sales strategy, leveraging System Integrators (SIs) to generate and close opportunities
• Identify new business opportunities and expand existing accounts
• Act as a trusted advisor to customers and partners
• Collaborate with partners and internal teams to execute and close deals
• Create and drive strategic revenue growth plans aligned with company objectives
• Understand customer business challenges and position Wind River solutions effectively
• Inspire internal and partner teams to execute against sales strategy
• Consistently achieve or exceed assigned quota

ABOUT YOU

Core Competencies & Demonstrated Success

• 8–15 years of experience in enterprise sales / account management
• Strong experience in partner-led / indirect sales models
• Background in:
  • Enterprise platform vendors (Oracle, VMware, Red Hat, Nutanix), OR
  • System Integrators (preferred)
• Proven ability to build and leverage CXO/CIO relationships in Japan market
• Track record of opening enterprise accounts and closing large deals
• Experience working within partner ecosystems and enabling SIs
• Strong understanding of enterprise IT landscape:
  • Cloud, Edge, Linux OS, Enterprise computing environments
• Ability to develop and execute account and partner strategies independently
• Strong business acumen and solution-selling mindset
• Ability to work in a matrix environment and influence cross-functional teams
• Excellent verbal and written communication skills

Education & Language

• Bachelor’s degree preferred
• Native Japanese and Business-level English required

BENEFITS

• Workplace Flexibility: Hybrid Work
• Social Insurance
• Group Life and Medical Insurance
• Annual Leave
• Summer Vacation
• Special Leave
• Additional Time Off – Birthday & Volunteer Leave
• Training Subsidies
• Employee Assistance Program
• Wellness Benefits through Unmind
• Carrot (Family-forming support)