What are the responsibilities and job description for the Senior Director, Strategic Deals Manager position at Wind River?
Description
Position at Wind River
Role Overview
The Senior Director, Strategic Deals Manager will lead the strategy, execution, and governance of high-value, multi-million-dollar enterprise deals, ensuring alignment with business objectives and customer needs. This role requires deep expertise in Deal management, deal structuring, commercial negotiations, partner management, and cross-functional leadership to drive win rates and revenue growth.
Key Responsibilities
Strategic Deal Leadership
Wind River is committed to providing employees with a work environment free of discrimination and harassment. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, national, social, or ethnic origin, age, physical, mental, or sensory disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, HIV status, family medical history or genetic information, family or parental status including pregnancy, or any other status protected by the laws or regulations in the locations where we operate. Wind River will not tolerate discrimination or harassment based on these characteristics.
To learn more, visit Wind River at www.windriver.com.
Applicant Privacy Notice
Your privacy is of the utmost importance to us. At Wind River, we strictly adhere to all applicable data privacy laws. Please review Wind River's Applicant Privacy Notice, which can be found here.
Position at Wind River
Role Overview
The Senior Director, Strategic Deals Manager will lead the strategy, execution, and governance of high-value, multi-million-dollar enterprise deals, ensuring alignment with business objectives and customer needs. This role requires deep expertise in Deal management, deal structuring, commercial negotiations, partner management, and cross-functional leadership to drive win rates and revenue growth.
Key Responsibilities
Strategic Deal Leadership
- Lead the end-to-end management of complex, strategic deals for enterprise customers, ensuring a structured, scalable, and repeatable process.
- Define and implement best practices for Deal qualification, proposal development, and approval processes.
- Work closely with sales, legal, finance, product, and delivery teams to develop winning proposals that balance risk, profitability, and customer value.
- Develop and execute competitive deal strategies, aligning with customer needs and business objectives.
- Lead win/loss analysis to continuously refine deal strategy and execution.
- Ensure governance and compliance with internal approval processes, including executive and board-level reviews for large opportunities.
- Drive commercial structuring, pricing strategies, and contract negotiations for large and complex deals.
- Identify key financial risks and mitigation strategies, ensuring sustainable profitability and revenue recognition.
- Collaborate with finance and legal teams to optimize commercial terms and contractual obligations.
- Lead cross-functional teams, including solution architects, pricing analysts, finance, legal, and operations, to create compelling and executable Deals.
- Act as a trusted advisor to executive leadership, providing insights on deal trends, risk factors, and competitive positioning.
- Build and mentor a high-performing deal management team as the business scales to support long-term business growth.
- 15 years of experience in structuring complex deals and engagements, sales operations, deal desk, or a related function within a B2B technology or enterprise software company.
- Experience managing GSIs
- Proven track record in leading and winning high-value, complex deals ($50M deals preferred).
- Strong knowledge of enterprise sales, contract negotiations, financial modeling, and risk assessment.
- Experience in working with global teams and navigating complex stakeholder environments.
- Ability to influence C-level executives internally and externally.
- Strong analytical, negotiation, and communication skills.
- Experience with government or highly regulated industry deals (e.g., telecom, defense, financial services).
- Familiarity with contract frameworks such as SaaS agreements, managed services contracts, and enterprise software licensing.
- Certification in deal management (e.g., APMP, Shipley) is a plus.
- MBA or relevant advanced degree preferred.
Wind River is committed to providing employees with a work environment free of discrimination and harassment. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, national, social, or ethnic origin, age, physical, mental, or sensory disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, HIV status, family medical history or genetic information, family or parental status including pregnancy, or any other status protected by the laws or regulations in the locations where we operate. Wind River will not tolerate discrimination or harassment based on these characteristics.
To learn more, visit Wind River at www.windriver.com.
Applicant Privacy Notice
Your privacy is of the utmost importance to us. At Wind River, we strictly adhere to all applicable data privacy laws. Please review Wind River's Applicant Privacy Notice, which can be found here.
Salary : $177,700 - $266,500
