Wowza · 2 months ago
Enterprise Sales Executive - Federal & SLED
Denver, Colorado, United States
Full-time
Hybrid
Senior Level
5+ years expWowza powers and builds technology for video streaming solutions for enterprises and government agencies. The Enterprise Sales Executive will own the entire sales cycle for Wowza’s streaming solutions across government verticals, guiding prospects through procurement processes and aligning Wowza’s value proposition with agency needs.
Enterprise SoftwareMobileSocial MediaSoftware
Responsibilities
Identify, qualify, and close new and expansion business with federal, state, local, education, and public‑safety agencies
Self-source roughly 40% of your pipeline while leveraging inbound leads and channel partners
Map out user, economic, and executive buyers within target agencies
Perform focused cold calls and discovery to surface pain points
Conduct demos that highlight workflow inefficiencies and illustrate how Wowza drives efficiency and cost savings
Navigate RFI, RFQ, and RFP submissions; align proposals with agency-specific requirements and procurement rules
Build internal champions and reference other agencies’ successes to gain buy‑in from all stakeholders
Develop credibility across transportation, law enforcement, public safety, and government IT, understanding each domain’s mission, budget cycle, and regulatory constraints
Stay current on streaming technologies and emerging trends in embedded systems and video workflows
Serve as a liaison between customers and Wowza’s product, engineering, and solutions teams
Translate customer requirements into actionable proposals and ensure their voice is heard internally
Coordinate with Customer Success, Solutions Architecture, Marketing, Finance, and Legal to ensure compliant onboarding, adoption, and contract execution
Maintain a healthy, accurate sales pipeline using a CRM system
Provide reliable revenue forecasts and insights to leadership
Consistently meet or exceed annual and quarterly sales targets by closing deals in the $30K–$250K range
Qualification
Required
5+ years of enterprise sales experience selling software or technology solutions to Federal and SLED agencies, including transportation departments, law enforcement, and public safety organizations
Solid understanding of video streaming workflows and embedded video technologies; able to explain complex concepts to non‑technical buyers
Strong history of meeting or surpassing quota, with deal sizes between $30K and $250K
Experience navigating government procurement processes—including RFIs, RFQs, RFPs—and leveraging cooperative purchasing vehicles
Ability to develop trusted advisor relationships at all levels (IT users, economic buyers, executive sponsors) and shepherd them through multi-step procurement
Excellent storytelling and demo skills; able to frame solutions around efficiency and problem-solving
Self-motivated with a sense of urgency; comfortable managing long, complex sales cycles
Track record of working effectively with internal teams to deliver value and drive expansion
Preferred
Familiarity with solution-selling frameworks such as MEDDIC, Challenger, or Sandler
Company
Wowza
Wowza is the experienced and trusted partner for reliable, scalable video solutions.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
unknown2021-06-10Acquired
2012-03-28Private Equity
Leadership Team
Charlie Good
Co-Founder
Barry Owen
Chief Solutions Architect
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