Strategic Account Manager (West Coast)

We're committed to bringing passion and customer focus to the business. Avid is seeking a Strategic Account Manager based in LA to sell the full complement of Avid’s portfolio of solutions, focusing on strategic account selling in a dynamic market.

About the role

This position focuses on asset management, post-production, digital supply chain, on-prem and cloud-based solutions. The successful candidate will carry out consultative selling, account planning, and account management with a strong emphasis on customer service. While some established accounts may be managed, the primary focus will be on new customer acquisition.

You will be expected to maintain a full funnel of activity, meet all forecasted revenue targets, and engage in rigorous prospecting. Sales techniques include market analysis, target company research, canvassing, networking, and maximizing internal and external lead generation. Success will be measured by your ability to achieve and exceed quota by closing significant bookings, large strategic enterprise agreements, and generating new pipeline from hunting sales activities.

Responsibilities

• Create, manage, update, and prioritize activities outlined in business and account plans, reviewing them with internal stakeholders for agreement.
• Collaborate with product management, pre-sales, and executive management to drive pipeline and close business.
• Review market sizing and analysis to identify potential new customers or growth opportunities.
• Define engagement strategies that position Avid for ongoing dialogue and lead prospects to the next step.
• Engage in consultative dialogue, leveraging industry expertise and solution knowledge to influence client decisions and create value.
• Create a buyer vision by helping customers visualize how Avid’s solutions address their business challenges.
• Shape each opportunity to reflect buyer priorities and needs.
• Engage in complex negotiations with prospective clients to close deals while maintaining margins.
• Close large strategic and long-term agreements.
• Articulate the value of Avid’s solutions and create competitive differentiation through effective positioning.
• Present to multiple audiences using a variety of methods, demonstrating deep knowledge of customer business priorities.
• Communicate complex information and strategies effectively.
• Accurately build pipeline and forecast weekly to achieve sales goals.
• Evaluate and qualify opportunities as a fit for both Avid and the customer.
• Understand business and economic drivers impacting the forecast and maintain a realistic, honest view of it.
• Represent Avid at industry conferences, thought leadership meetings, and roundtables.

Requirements

• Minimum of 5-10 years of technology sales experience, with a track record of consistent over-achievement against assigned quota.
• Hunter mentality with proven experience in effectively building a regional territory; highly driven and self-motivated.
• Exceptional understanding of current industry and business trends within the media and entertainment market.
• Demonstrated success in strategic account selling.
• Solution-selling oriented methodology with the ability to convey value and differentiation.
• Strong business acumen; polished and articulate, comfortable selling and presenting to senior-level executives.
• Strong negotiation and closing skills.
• Creative problem solver who can react quickly and multi-task.
• Excellent verbal and written interpersonal, presentation, and communication skills.
• SaaS, IaaS, or PaaS experience is a plus.
• Fluent with Salesforce.com, MS Office, LinkedIn, and social media.
• Avid Media Composer or Pro Tools knowledge is a plus.
• Bachelor’s Degree or equivalent experience required.

Benefits

• Remote work model offering flexibility to balance work and life.
• Access to development programs with strong support and mentoring to help you grow and advance within the company.
• Attractive benefits package including health and life insurance, referral rewards, and generous leave policies to ensure a healthy work-life balance.

Pay

The salary range for this position is $241,705 - $362,554.80 USD. The range reflects the company's good faith full target range at the time of posting and may be updated or modified. Compensation decisions are based on factors including geographic location, experience, skills, education, and business needs. Offers are typically made within the lower to middle portion of the range.