| Job Code: |
10-000070 |
| Job Title: |
Technical Account Manager |
| City: |
Maidenhead |
| Description |
The Technical Account Manager is the member of our sales team who is responsible for the technical portion of the business deal. He/she technically qualifies the customer and helps conduct the technical proof steps in the sales cycle by demonstrating how Wind River’s product meets or exceeds the customer's requirements.
This role is based in the UK, working from our Maidenhead office. There is a requirement for travel within the UK and across Europe and, occasionally, to our US Headquarters, in California.
The Role
The role requires regular travel to customer sites to provide product presentation and support, as well as assisting with primary post-sales support. The jobholder will continually develop his or her knowledge base of current and new products within the Wind River portfolio.
Technical Account Managers communicate with customers every day and are quite often the first people in the company to see trends, problems and successes with technology. Therefore, it is important for Technical Account Managers to provide feedback to account managers, marketing product managers, field management and engineering leads.
Collaboration with sales field staff to define project specifics and deliverables and estimate scope, duration, level or effort of proposed work is also an important element of responsibility.
Technical Account Managers create and maintain professional relationships with customers and colleagues.
Candidate Requirements
The ideal candidate will:
· Have a strong aptitude and technical background embedded software engineering, good time management and organisational skills and excellent customer service and sales skills. Knowledge in electronic is a plus. It is also a requirement that the person is highly computer literate and is a strong problem solver.
· The role demands the ability to effectively understand, craft and present technical solutions and services at all levels.
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| Job Description: |
Experience/Qualifications:
· Ideally degree level educated
· Minimum two years experience working in the Aerospace and Defence Industry
· Experience of working within a Hi-Tech product sales environment
· Proven project planning experience is a plus
· Ability and manage several tasks in parallel and motivation to learn
· Fluent in English
Knowledge and skills:
· Experience of embedded development using real-time operating systems (such as VxWorks or similar) and cross development tools
· Understanding of formal safety certification standards such as DO-178B, MOD Defence Standard 00-56 and / or IEC61508 is an advantage. Familiarity with ARINC 653 desirable.
· Demonstrates both broad and, in some areas, deep technical skills in order to understand customers’ needs and present Wind River solutions effectively
· Demonstrated ability to easily and rapidly apply and extend knowledge
· Ability to define a project plan, assemble a team from available resources and execute effectively for moderate size projects
· Co-authors strategic account plan for local accounts.
· Have proven experience of working within the team environment.
Innovation - Understanding of the Discover-Design-Develop-Deploy lifecycle; developing ability to map any customer product requirements to product/services solution; demonstrates the creativity necessary to manage customization of presentations and demos for specific customers and/or markets; applies creativity to account planning and strategizing at the regional level.
Independence, Judgment and Accountability - Works with detailed customer requirements and makes decisions on non-routine matters; works to refine processes and procedures based on understanding of the spirit of the process and/or procedure; foresees problems and contributes to a solutions; actively practices ability to balance customer requirements with Wind River business requirements.
Contribution - Contribution is responsibility-based, typically by regional sales territory; provides original work (demos, etc.) to share with Field Sales Group; able to present at seminars and trade shows; seeks participation in process / product improvement initiatives.
Teamwork - A positive, active influence on a team; can maturely express opinions; incorporates and assimilates feedback; acquiring ability to give constructive criticism to others; responsive and actively helps others; helps build consensus and moral; able to fill in for senior TAM; ability to partner with customer; proactively works with account management, regional technical staff, and support staff to address customer needs & requirements; occasionally participates in larger teams to address strategic sales opportunities in multi-site accounts.
Communication - Very good writing, verbal, and presentation skills; practices attentive, active, and patient listening; able to define audience and tailor discussion to needs of audience; able to incorporate Value Based Selling techniques into customer engagements; frequently provides assistance and training to less experienced team members; can effectively communicate Wind River Value proposition; seeks opportunities to communicate with the customer in shows, seminars, user groups, etc.; comfortable speaking with Product Managers and Project Managers on technical issues; able to conduct technical review at an engineering level.
Commitment, Integrity & Customer Satisfaction - Strong work ethic; pride in work; seeks to improve project, team, customer/partner, and organization success; works closely with customers/partners to help define and achieve their goals; accountable; action-oriented and meets commitments; "owns" problems from conception to close; operates with integrity.
Success as a Technical Account Manager in Wind River comes with a demonstrable track record of leading one-self, respecting timelines and communicating effectively. Key skills will include energy, a positive outlook and desire to produce quality work.
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| Country: |
UK |
| Department: |
Eur Sales |
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