Strategic Account Manager - Sports - USA

About the role

The Strategic Account Sales Manager (SAM) will develop and maintain strategic relationships with Vizrt's largest accounts, focusing on the largest US sports league organizations.

Responsibilities

• Develop and sustain long-term customer relationships while engaging customers at all levels, including senior levels of the customer organization.
• Understand customer business strategy and business case and drive alignment between customer objectives and company capabilities.
• Develop, implement and drive Strategic Account plans for any Top 50 account.
• Build functional demonstrations of the solutions to clients and solicit client feedback on product features and capabilities to provide actionable inputs to the company's product management teams.
• Create go-to-market plans designed to add value to the customer relationship and drive new bookings and recurring revenue.
• Collaborate with the Vizrt Customer Success organization to ensure that negotiated service levels are achieved and project manage through to closing annual support renewals that meet business growth objectives.
• Conduct comprehensive account reviews at least quarterly with customers.
• Provide guidance and management of the client through decision-making processes regarding cost-benefit, timelines, operational and change management issues.
• Ensure early engagement in the customer buying process to diagnose customers' needs and tailor solutions to match them.
• Ensure clients know any changes to offer related processes and procedures, including operational and business management changes.
• Oversee the customer life cycle and ensure organizational alignment to drive adoption and usage of the company platform proactively.
• Map and maintain relationships with key decision makers across all relevant customer departments.
• Manage monthly customer status calls with Support org. and professional services.
• Hunt and identify new sales opportunities and focus on providing consultative support by building value proposition for solutions into the prospect.
• Act as an expert in analyzing customer needs, provide insights, manage expectations and communicate with clarity the Vizrt value proposition and USP.
• Diligently follow up and manage extensive customer contact including presentations, demonstrations, group meetings and sales calls (touchpoint management).
• Drive sales campaigns and strategic initiatives, plan for regional growth, identify opportunities for solution expansion.
• Understand the competitive landscape in the (region), providing insight on strategic targets, new emerging players and the shifting rights packages.

Requirements

• Bachelor/Master's degree in relevant field.
• 5+ years of experience developing new business, identifying and selling to customer needs utilizing a consultative sales approach.
• Relevant sales experience, including strategic sales, business-to-business sales and/or account management organization.
• Proven track record in developing strategic customer partnership and year over year revenue growth.
• Proficient in English.
• Previous account management and selling in complex decision-making situations with experience in large complex deal negotiations with a successful track record.
• Ability to drive a long-term account development strategy with mid-term goals as well as shorter term execution.
• Demonstrated ability to support multiple product lines in a growing, fast-paced environment.
• Knowledge of restructuring contract terms and conditions relating legal, finance and billing.
• Ability to work across cross-functional teams to drive results with external and internal stakeholders.

Qualifications

• Bachelor/Master's degree in relevant field.
• 5+ years of experience selling broadcast hardware and software products within the media industry, including broadcast networks and local stations, media and digital companies.
• Experience in enterprise IT services, MAM, and IP workflows preferred.
• Highly driven, with passion for excellence in customer service and customer management with a confident assertive style.
• Experience in Salesforce to track and forecast account activities.
• Selling in a long sales cycle with complex financial data and strong understanding of financials, profitability and cash flow.

Skills

• Strategic Account Management
• Business Development
• Operational Responsibilities

Benefits

• Health Insurance
• Paid Time Off
• Professional Development