Director – Vertical Markets: M2M/SmartEnergy
This position requires SW Development Experience, preferably embedded, at some point in a candidate´s career. Thank you.
Reporting to the VP/General Manager, Industrial/Medical/M2M, the Director, Vertical Markets – SmartEnergy/M2M will play a leadership role in the vertical markets team for one of Wind River's most critical industries. This executive will collaborate with the GM to develop the business case and action plan for the success of the company's rapidly growing energy business. In addition, the Director will represent Wind River in consortia or regulatory bodies such as NIST, EPRI, TUEV, Energy Alliances and embedded software forums. The Director will focus on building customer intimacy, identifying unmet customer needs and supporting the field organization globally.
This executive will work closely with the company's engineering, product management, marketing and sales teams to share and continuously refresh market and competitive intelligence. Working collaboratively across Wind River, this executive will influence engineering priorities, product features, marketing and messaging and global sales strategy. Specifically, s/he will translate data and analysis into actionable insights and comprehensive go-to-market strategies, and develop and oversee vertically oriented outbound marketing and demand generation programs.
In addition the Director, Vertical Markets will:
· Support the development of new vertical business by securing leading customers and partnerships, and through the realization of emerging business models.
· Lead prioritization of engagements and resource allocation to partners based on vertical business and company priorities.
· Drive go-to-market programs and co-selling with partners.
· Drive technical implementation of embedded software-based solutions, through process engagement with engineering and product management.
· Collaborate closely with field teams to help move large or strategic deals to a close.
· Maintain relationships with energy and M2M oriented agencies and companies worldwide.
· Identify and articulate clear definitions of target customers and the requirements that specific products fulfill through direct and frequent engagement with customers.
· Drive the front end of the product strategy process, working closely with product GM's and other senior executives to ensure that energy and M2M efforts interlock seamlessly with Wind River's corporate strategy.
· Ensure the delivery of high quality, thoroughly researched Marketing Requirements Documents (MRD's) from which product managers create Product Requirements Documents (PRD's) for all vertically oriented products.
· Define and drive the go-to-market strategies for the vertical, identifying and leveraging the vehicles best positioned to reach target customers. These strategies are executed by a variety of groups within Wind River, but the Director plays a key coordinating role, and works proactively to drive internal alignment across functions and geographies.
· Create clear, competitive differentiation that distinguishes Wind River products in the market, communicates compelling value propositions, and offers the right price points and licensing schemes.
· Provide all content about vertically oriented products, markets, and competition to downstream marketing and sales teams, including sales tools, sales training, competitive analysis, collateral, demos, technical marketing labs, product reviews, PR and AR content and ongoing sales and channel support.
· Function as an effective spokesperson and influencer to drive a favorable reputation for Wind River's M2M and SmartGrid offerings.
Candidate Profile
The successful candidate will be an energy industry veteran, with an intuitive understanding of industry dynamics and a broad set of relevant customer and partner relationships. This executive will have a track record of developing and implementing strategies that significantly grew or transformed an energy-oriented software business. S/he must have significant career experience in embedded or embedded software/middleware (or a related field), and could also have had experience at an energy or smartgrid device or other areas as energy production, transmission, distribution, home/building energy or distributed energy resources. Most importantly, this individual will have an intuitive understanding of the emerging energy market, the key players, regulatory influence, development processes, ecosystems (e.g. major embedded software vendors, board vendors and other contributors) combined with a profound knowledge of the value chains, business models and technical reference solutions.
In addition, the successful candidate will have:
· A minimum of 10 years experience within vertically relevant companies and technically relevant roles.
· Software design or architectural experience in one of the vertical markets (e.g. energy device manufacturers, semiconductors, etc.)
· Ability to identify partners and opportunities through strategic and technical evaluation.
· Ability to reach out and proactively drive partner recruitment and deals with other business or ecosystem partners.
· Solid understanding of embedded system architectures, industry specific development processes and other ecosystem dynamics, such as open source business models.
· Experience developing and driving new business opportunities and market entry dynamics.
· Experience negotiating and closing deals across consortia, OEM, reseller and software licensing agreements.
· Ability to project manage cross-functional initiatives (e.g. executive, sales, engineering, product mgmt, legal).
· Track record of successfully closing deals with material strategic and financial impact.
The requirements of this position make the following competencies crucial:
Setting Strategy: The ideal candidate will have proven success in integrating knowledge of market dynamics, customer needs, competitive strengths / weaknesses, and internal capabilities into a cogent strategic plan.
Executing for Results: The appropriate candidate for this role will have demonstrated the ability to get traction and deliver operational and financial performance in a highly dynamic, fluid market environment. S/he will likewise have a high tolerance for ambiguity and the skills needed to prioritize and balance short-term priorities with long-term goals. The candidate will also have the ability to create a positive sense of urgency in the organization to continuously drive Energy and M2M initiatives and offerings forward.
Leading Teams: This individual will have demonstrated the ability to recruit, retain, motivate and develop a high-performance, world class marketing organization. More specifically, s/he will have a proven ability to delegate responsibility to subordinates while maintaining unambiguous personal accountability for delivering upon commitments. Likewise, s/he will be effective in removing barriers and providing the resources required for team success.
Building Relationships and Using Influence: The successful candidate will have a demonstrated ability to recognize sources of conflict, such as cultural, functional or geographical issues, and act to resolve them, balancing short-term and long-term benefits. S/he will also have a track record of building the formal and informal relationships that engender trust and foster collaboration and cooperation. In addition, s/he will be known as an effective communicator, with an ability to relate to individuals at all levels of the organization, as well as customers and partners worldwide.
Motivation: The ideal candidate will need to have a strong entrepreneurial drive to grow Wind River's business. S/he will have a history of successfully tackling challenging business assignments across roles of increasing responsibility.
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