Aptiv

Role Description As the North America Enterprise Sales Leader on our team, you will operate as a senior commercial leader responsible for regional go-to-market strategy and execution across US East and Canada (excluding Strategic Telco, Aerospace, Defense, and Automotive accounts). This role reports directly to the Americas Enterprise and Telco Sales VP and owns enterprise new business and expansion motions, leading a high-performing sales team and positioning Wind River’s secure, real-time infrastructure and application toolchains across bare metal and cloud-native environments to deliver measurable business outcomes. In your daily job you will: - Own the regional enterprise sales strategy, territory design, and coverage model aligned to company growth objectives. - Set quarterly and annual sales targets, forecast performance, and manage to key metrics including pipeline, win rates, and deal velocity. - Identify, prioritize, and pursue high-value opportunities across target markets and verticals. - Build and maintain executive-level relationships to position Wind River as a trusted strategic partner. - Develop and expand a partner ecosystem that extends market reach and enhances solution delivery. - Lead, coach, and develop an enterprise sales team, including goal setting, performance management, and career development. - Drive disciplined deal execution, including qualification, commercial strategy, and executive deal reviews. - Partner with Sales Engineering, Product, and Services to shape solution strategy and ensure customer value realization. - Collaborate with Marketing on regional campaigns, account-based programs, and pipeline generation initiatives. - Ensure customer requirements are translated into secure, high-performing solutions with clear, quantifiable ROI. Qualifications - Proficiency in enterprise technology sales, with 10–15 years of experience and a consistent track record of meeting or exceeding revenue and bookings targets. - Demonstrated ability to lead and scale regional sales teams in high-growth, high-performance environments, including hiring, onboarding, and talent development. - Ability to design and execute go-to-market strategies across complex, multi-country regions, including segmentation, coverage, and channel strategy. - Proficiency in C-level executive selling, complex deal management, and long-cycle enterprise account management. - Strong understanding of software infrastructure technologies, including secure, real-time, and cloud-native environments, and the ability to translate them into business value. - Demonstrated ability to operate with strong sales rigor through accurate forecasting, pipeline discipline, and data-driven decision making. - Excellent leadership, communication, and stakeholder management skills, with the executive presence to represent the region internally and externally. - Ability to think strategically while executing tactically in a competitive, fast-paced environment, balancing short-term results with long-term account growth. - Bachelor’s degree in Business, Engineering, or a related field; MBA or equivalent preferred. Requirements - Successful candidates must engage in a security clearance process in regard to their citizenship in order to perform fundamental job duties, as per applicable law. - Currently, this includes citizens of the following countries: Belarus; Burma; China; Cuba; Iran; North Korea; Syria; Venezuela; Afghanistan; Cambodia; Central African Republic; Cyprus; Democratic Republic of Congo; Ethiopia; Eritrea; Haiti; Iraq; Lebanon; Libya; Russia; Somalia; South Sudan; Sudan; Zimbabwe. - The security clearance process may take a significant amount of time to complete, and any offer of employment will be contingent on the candidate's legal ability to perform the fundamental job duties. Benefits - Wind River is committed to meeting its obligations to candidates under applicable human rights law and privacy law.

• Lead account growth while managing the customer relationships and voice of the customer. • Create customer strategies through detailed value propositions maximizing booking, revenue and profitability achieving Aptiv metric and objectives. • Lead resolution of customer commercial disputes (recognized as Aptiv’s customer lead). • Establish proactive communication and relationship that promotes confidence and trust. • Ensure customer demands are managed through the appropriate internal processes such that all responses are made timely, within and consistent with our commercial policy. • Create and drive deployment of strategic plan for the account. • Interacting with the customer purchasing, engineering and program management teams. • Identify business development opportunities. • Coordinates and monitors pricing, quotations, business proposals and ‘win-or-lose’ feedback. • Responsibility for the preparation and physical presentations provided to customers that are related to all aspects of the business account (Technical and Commercial).

Role Description The Strategic Account Manager’s primary responsibilities include: - Prospecting, qualifying, selling, and closing new business with strategic accounts. - Bringing a “Point of View” to Customer engagement. - Orchestrating all resources to solve customer problems with appropriate Wind River products and services. - Accountability for increasing revenue of all Wind River solutions through Software License and Customer Success Engagement and retention activities. Responsibilities & Accountabilities - Account and Customer Relationship Management - Accurately forecast expected revenue and achieve/exceed quota targets. - Ability to access and drive meaningful engagements with C Level stakeholders. - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. - Establish strong management and C-level relationships based on knowledge of customer requirements. - Understand assigned customers' technology footprint, strategic growth plans, and competitive landscape. - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. - Demand Generation, Pipeline and Opportunity Management - Follow a disciplined approach to meet weekly funnel-add targets. - Leverage support organizations to increase pipeline into the assigned territory. - Be proficient in and bring all Wind River offers to bear on sales pursuits. - Advance and close sales opportunities through the successful execution of the sales strategy. Qualifications - Minimum of 12 years of experience in enterprise software sales, with a strong focus on Linux-based solutions. - Demonstrated track record of growing sales and exceeding booking targets. - In-depth knowledge of the enterprise Linux market and industry trends. - Exceptional communication, negotiation, and relationship-building skills. - Bachelor degree in Business, Computer Science, or a related field; an MBA or equivalent advanced degree is a plus. - Strong understanding of Linux operating systems, cloud and edge computing, and enterprise IT environments. - Willingness to travel as needed to meet with clients and attend industry events. - Must be legally able to work in the United States without requirement of any type of visa sponsorship. Requirements - Ability to articulate technical concepts to non-technical stakeholders. - Ability to quickly learn and adapt to new technologies and solutions. Benefits - Opportunity to shape the future of various solutions with cutting-edge technology. - Competitive Salary: Attractive base salary with performance-based incentives - UNCAPPED Plan. - Comprehensive benefits package including health, dental, vision, and retirement plans. - Opportunities for professional development and career advancement. - Work with cutting-edge technology and a team of passionate professionals.

Role Description - Support project execution through the proactive management of deliverable performance from business award through end-of-life. - Champion Overall Project Plan and Reviews. - Proven ability to work effectively under remote supervision, demonstrating strong communication, accountability, and self-management skills. - Risk Management through cross-functional problem solving and mitigation strategy development. - Champion cross-functional team discussions to ensure cooperation with the relevant technical experts (Engineering Project Leader, Quality, Sales, SCM, Manufacturing, etc.) to drive expected progress of product development and achieve overall project milestones. - Assess critical path and project risks/issues while aligning with stakeholders to deliver flawless execution. - Develop relationship with customer and engage with regularly for all Project activity. - Effectively manage customer and ensure communication alignment between stakeholders. - Prepare status reports for assigned project activities (Executive Reports, open issues/key actions, critical path, issues/risk, progress vs. KPI’s, etc.). - Escalate risks/issues as needed to protect project commitments. - Ensure proper staffing is in alignment with key areas - resource planning/projects goals. - Meet investment spending and financial statistics from Project Award through CAPEX planning and tracking and spend contribution. - Lead by example to develop a “one team” mindset and environment. - Provide feedback into processes as lessons learned to improve future project and organizational performance. - Provide input into Customer Sales Lead / Product org on key features to incorporate into the product roadmap. - Support the Customer Sales Lead in their pursuits by providing input on feasibility and cost associated with programs. - Work with Customer Sales Lead to support maintenance post-launch collaborating with Product, Service orgs, and Regional Mfg., SCM, and Quality Lead. - Work across regions to coordinate workforce planning to deliver programs for OEMs not headquartered in region. - Provide project forecast to feed into budgeting and financial planning, and align project priorities to top-down financial targets. - Oversee project tools set up collaborating with IT for both external customers and internal engineering resources (e.g., eng. tools, collaboration tools etc.). Benefits - Savings Fund - Pension Plan - Christmas Bonus - Attendance Bonus - Vacation Premium - Medical Expenses - Life Insurance - Social security (IMSS, INFONAVIT, Retirement) - Recognition for innovation and excellence - Opportunities to give back to the community Company Description Aptiv focuses on addressing the future needs of the auto industry through improved safety, electrification, and new mobility solutions. We are now uniquely positioned as the leading global technology company serving both the traditional automotive and new mobility markets.

• Conduct regular virtual or in-person product training sessions with assigned TTI, Arrow, or other distributor branches. • Support lost business reviews and competitive displacement efforts by identifying high-runner parts or project gaps. • Partner with FSRs to identify target customers and connector-heavy applications within their territory. • Engage with OEMs, harness makers, and industrial customers (often in partnership with distributor FSRs or Account Managers). • Provide technical guidance on how Aptiv connectors, terminals, and cable assemblies can be integrated into the customer's product design (e.g., packaging, sealing, pin count, current handling). • Facilitate early-stage design discussions and technical reviews, influencing product selection and BOM positioning. • Support evaluation, testing, and feedback collection for Aptiv components during the development lifecycle. • Identify, document, and track new opportunities based on distributor pipeline, customer meetings, and quote reviews. • Submit and support Design Requests (DRs), cross-reference reviews, and quoting requests using Aptiv tools and templates. • Collaborate with sales and product teams to ensure technical data is aligned with commercial priorities. • Analyze customer BOMs and quote histories to identify usage of competitor products (e.g., TE, Molex, Amphenol). • Recommend Aptiv alternatives and communicate advantages in performance, sealing, or cost. • Feed insights back to sales and product teams to support targeted conversion efforts. • Act as the Voice of the Customer (VoC) by translating field feedback into actionable input for Aptiv quoting, product management, and engineering teams. • Lead cross-functional alignment around customer requirements, technical escalations, and opportunity-specific roadblocks. • Participate in internal quote reviews, DR meetings, and progress tracking to ensure customer needs remain at the center of solution delivery.

About the Opportunity The Adjacent Market sales team engages customers in collaborative, strategic, and long-term partnerships that unlock the full value of Aptiv’s robotics, drone, autonomy, and intelligent systems technologies. We strive to be the premier provider of integrated hardware, software, and services solutions—partnering with customers at the senior leadership level to shape vision, drive measurable outcomes, and accelerate transformation across robotics (AGVs/AMRs) and unmanned systems markets (UAVs). As a Industrial Robotics & Drone Sales Director, you will own a quota‑bearing, hunter‑focused role responsible for developing new pipeline, penetrating new markets, and driving growth across a broad portfolio. This role sells into a diverse customer base, ranging from large industrial & Warehouse OEM’s to mid‑market and early‑stage companies that are scaling rapidly. While this role is primarily centered on hardware solution selling, success requires a full‑solution mindset—bringing together hardware, software, and services to solve complex customer challenges across both established and emerging organizations. You will bring a strong point of view to customer engagements, orchestrate internal and partner resources, and manage opportunities across the full lifecycle—from pipeline creation to predictable quarterly closure. Ideally, you bring a strong Robotics background and rolodex that will help us achieve our growth initiatives. Responsibilities & Accountabilities Account & Customer Relationship Management - Territory - This role is based in the USA, however international travel may be required for customers around the globe. - Annual Revenue: Accurately forecast, manage, and exceed quota targets across robotics and drone customers. - Hunter Focus: Build new pipeline in previously untapped or underdeveloped markets; identify whitespace opportunities and drive net‑new customer acquisition across industrial, defense, and emerging technology sectors. - Customer Coverage: Sell into a wide spectrum of organizations, including: - Large industrial enterprises and defense contractors - Mid‑sized technology firms - Early‑stage and scaling robotics and drone companies - Expansion Opportunity Identification: Proactively uncover upsell and expansion opportunities within existing accounts by aligning with internal delivery, engineering, and customer success teams. - C‑Level Access: Engage and influence senior executives, founders, and technical leaders, including coordination with internal Executive Sponsors. - Solution Selling: Lead with a full‑portfolio approach—from hardware to software and services—to build differentiated value across robotic and unmanned systems use cases. - Strategic Account Planning: Develop actionable territory and account plans to drive sustainable growth across both new and existing customers at varying stages of maturity. - Political Acumen: Understand customer organizational structures, power maps, budget owners, and key influencers in both enterprise and startup environments. - Post Close: This role will maintain account ownership and renewal/expansion opportunities. - Reporting: Delivering forecast (Weekly), Account plans, pipeline reviews, opportunity reviews and close plans, including risk assessments. - Trusted Advisor: Build strong relationships through industry insight, technical understanding, and business‑outcome alignment. - Market Insight: Analyze public information such as press releases, funding announcements, earnings, and industry trends to anticipate customer needs and competitive dynamics. - Complex Deal Leadership: Orchestrate cross‑functional teams across engineering, product, services, legal, and partners to ensure the right resources are applied at the right stage of the sales cycle. - Trade Show & Event Engagement: Represent Aptiv at key robotics, drone, autonomy, defense, and industrial trade shows and conferences to identify prospects, generate new pipeline, gather competitive intelligence, and strengthen brand presence. Demand Generation, Pipeline & Opportunity Management - Pipeline Creation: Maintain a disciplined approach to prospecting and weekly funnel creation; this role is responsible for generating substantial new outbound pipeline across robotics and drone markets. - New + Expansion Opportunity Development: Identify, qualify, and advance both new customer opportunities and expansion opportunities within existing accounts to drive total account value. Initially, this will be 100% net new. - Predictability & Execution: Manage the full sales cycle—from early‑stage pipeline development to predictable quarterly forecast and closure. - CRM Excellence: Maintain real‑time accuracy in Salesforce (SFDC) to drive operational rigor and transparency. - Cross‑Functional Pipeline Partnerships: - Collaborate with marketing, inside sales, SDR teams, Aptiv- Wind River & Winchester sales teams, Customer Success, engineering, delivery, and product teams to scale pipeline and uncover new customer needs. - Partner with internal stakeholders to identify emerging opportunities, validate customer requirements, and create winning strategies. - Build a strong “win together” culture by aligning internal teams early and often throughout the deal cycle. - Advance & Close Opportunities: Execute the sales strategy to progress deals through all stages and win large, complex robotics or drone‑based autonomy programs. - Market Development: Champion Aptiv’s entry into new sectors and emerging robotics, drone, and unmanned systems segments. Qualifications Experience - Minimum 12 years of robotics, or industrial technology sales experience, including substantial experience with hardware‑centric solutions and demonstrated competency in solution selling across hardware, software, and services. - Proven track record selling into Product Management, Engineering, Operations, and/or IT organizations—consistently exceeding annual quota and driving large, complex program wins. - Hunter DNA: Demonstrated ability to break into new markets, create pipeline from scratch, and close net‑new business across both established enterprises and early‑stage customers. Industry Knowledge - Expertise in robotics, drones, autonomy, or unmanned systems strongly preferred. - Experience selling into industrial, aerospace, or defense customers is a strong plus. - Understanding of cloud, edge, embedded systems, safety‑critical, and mission‑critical environments. Core Skills & Characteristics - Strong sense of urgency and bias for action. - Quick learner capable of ramping rapidly in fast‑moving technical domains. - Pipeline Discipline: Comfortable working both ends of the pipeline—creating early‑stage demand and driving late‑stage predictability. - Organizational Excellence: Skilled in deal orchestration across complex enterprises as well as lean, fast‑growing organizations. - Complex Program Leadership: Experience owning and driving multi‑stakeholder, multi‑year strategic programs. - Passion for Market Expansion: Motivated by entering new markets, supporting scaling customers, and building new business from the ground up. - Communication & Influence: Ability to articulate technical concepts to both technical and non‑technical stakeholders, from founders to senior executives. - Team‑Driven: Strong collaborator who partners with internal stakeholders to uncover opportunities and win together. Additional Requirements - Bachelor’s degree in Business, Engineering, Computer Science, or related field; advanced degree a plus. - Willingness to travel as required for customer visits, trade shows, and industry events. - Must be legally authorized to work in the United States without requiring visa sponsorship now or in the future. What We Offer - Impact: Shape the future of robotics, drones, industrial automation, aerospace, defense, and next‑generation autonomous systems. - Compensation: Competitive base salary with uncapped performance‑based incentives. - Benefits: Comprehensive health, dental, vision, and retirement benefits. - Career Growth: Significant opportunities for advancement within a leading technology company. - Innovation Culture: Work with cutting‑edge robotics, drone, and embedded technologies alongside a team committed to excellence and innovation. #LI-JP1 Privacy Notice - Active Candidates: https://www.aptiv.com/privacy-notice-active-candidates Aptiv is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, disability status, protected veteran status or any other characteristic protected by law.

• Own a quota‑bearing, hunter‑focused role responsible for developing new pipeline • Build new pipeline in previously untapped or underdeveloped markets; identify whitespace opportunities • Engage and influence senior executives, founders, and technical leaders • Lead with a full‑portfolio approach—from hardware to software and services • Develop actionable territory and account plans to drive sustainable growth • Maintain account ownership and renewal/expansion opportunities • Delivering forecast, account plans, pipeline reviews, opportunity reviews and close plans

Sr Account Manager Distribution - East Coast Why join Aptiv? You'll have the opportunity to work on cutting-edge applications, develop breakthrough technologies, and deliver innovative solutions to some of the world’s leading automotive brands. See your work come to life on the road—helping make mobility safer, greener, and more connected. Ready to shape the future of mobility with us? YOUR ROLE This position focuses on managing major transportation OEM and harness maker accounts with support of regional distributors. The ideal candidate will possess proven experience in growing customer book of business, strategies and problem solving, with a strong focus on customer satisfaction. Candidate is expected to act with sense of urgency and provide timely follow up to all customer inquiries. Excellent communication skills, self-confidence, and ability to strengthen the customer relationship and intimacy are a must. In your daily job you will: - Lead account growth while managing the customer relationships and voice of the customer. - Create customer strategies through detailed value propositions maximizing booking, revenue and profitability achieving Aptiv metric and objectives. - Lead resolution of customer commercial disputes (recognized as Aptiv’s customer lead). - Establish proactive communication and relationship that promotes confidence and trust. - Ensure customer demands are managed through the appropriate internal processes such that all responses are made timely, within and consistent with our commercial policy. - Create and drive deployment of strategic plan for the account. - Interacting with the customer purchasing, engineering and program management teams. - Identify business development opportunities. - Coordinates and monitors pricing, quotations, business proposals and ‘win-or-lose’ feedback. - Responsibility for the preparation and physical presentations provided to customers that are related to all aspects of the business account (Technical and Commercial). YOUR BACKGROUND Key skills and competencies for succeeding in this role are: Must Haves (Minimum Qualifications): - 5+ years experience working in the electronic components industry. - Bachelor's degree in Business or Engineering or equivalent degree. - Ability to forge customer relationships with purchasing, engineering, & business teams of our customers. - Persistence to achieve revenue & profit goals. - Ability to compile and present business cases for leadership approval. - Business acumen including negotiation skills and understanding of financial business cases. - Self-starter in learning the CS product portfolio and unique design features' value proposition for communication with customers. – (ability to diff products) application and design. - Proven ability to work autonomously, manage large & varied work load, set priorities and close. - Ability to read a production print and answer basic product questions without involving engineering. - Enough technical competence to be able to present the CS product portfolio to customers without engineering or product line manager involvement. - Ability to answer basic product performance questions (current rating, voltage range, temperature range, etc.). - Travel required 50%. - Candidates for positions with Aptiv must be legally authorized to work in the United States on a permanent basis. Verification of employment eligibility will be required at the time of hire. Visa sponsorship is not available for this position. Nice to Haves (Preferred Qualifications): - Master's degree in Business Administration or Engineering or Equivalent degree - 8+ years’ experience working in the electronic components industry. - Long term agreements. Negotiations. - Strong results-orientation and execution characteristics. - Excellent oral and written communication skills with a strong ability to work with a team. - Ability to effectively organize, prioritize and accomplish multiple conflicting tasks, make intelligent, timely decisions and solve problems independently. - Resourcefully innovate and adapt in a rapidly changing environment. WHY JOIN US? - You can grow at Aptiv. Aptiv provides an inclusive work environment where all individuals can grow and develop, regardless of gender, ethnicity or beliefs. - You can have an impact. Safety is a core Aptiv value; we want a safer world for us and our children, one with: Zero fatalities, Zero injuries, Zero accidents. - You have support. We ensure you have the resources and support you need to take care of your family and your physical and mental health with a competitive health insurance package. YOUR BENEFITS AT APTIV: - Private health care effective day 1 of employment - Life and accident insurance - Paid Time Off (Holidays, Vacation, Designated time off, Parental leave) - Relocation assistance may be available - Learning and development opportunities - Discount programs with various manufacturers and retailers - Recognition for innovation and excellence - Opportunities to give back to the community - Tuition Reimbursement - Adoption Assistance - Fertility Coverage APPLY TODAY, AND TOGETHER LET’S CHANGE TOMORROW! “Aptiv is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, disability status, protected veteran status or any other characteristic protected by law” #LI-MM2 Privacy Notice - Active Candidates: https://www.aptiv.com/privacy-notice-active-candidates Aptiv is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, disability status, protected veteran status or any other characteristic protected by law.

• Lead the development of automated test strategies and test cases for eLxr to support Wind River’s growth in new embedded and enterprise market segments • Drive improvements to features, tools, workflows, and automation processes • Provide technical leadership, mentorship, and guidance to junior team members • Contribute ideas and solutions for product enhancements and technical iterations • Collaborate effectively with global software engineering teams across multiple time zones

• Develop and execute sales strategies for high-value opportunities ($10M+ TCV) • Drive adoption of Wind River’s Cloud Platform, VxWorks, and eLxr solutions • Identify and qualify strategic opportunities in Enterprise, Auto, Telco, Industrial, and Government • Act as the primary account owner, orchestrating resources and partnerships to deliver results • Collaborate with strategic partners to deliver complex, integrated solutions • Build trusted relationships with C-suite executives • Negotiate contracts to closure • Maintain visibility on progress and accurately forecast sales opportunities