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Vizrt · 1 day ago

Strategic Account Manager - Sports - USA

United States

Full-time

Remote

Senior Level

5+ years exp

Vizrt is a leading company in the broadcast and digital media industry, seeking a Strategic Account Manager to develop and maintain relationships with key accounts in the sports sector. The role involves understanding customer needs, driving strategic account plans, and collaborating with internal teams to ensure customer satisfaction and revenue growth.

BroadcastingSoftware

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

Develop and provide 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

Work with marketing and pre-sales to create demos and business pitches that demonstrate value to customer needs, growth and future development

Conduct comprehensive account review 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

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 campaign 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

Drive and track key performance metrics

Accurately forecast sales opportunities via pipeline report

Manage the sales process from opportunity identification to closing

Leverage cross-functional company resources to understand customers drivers and streamline sales efforts

Qualification

Strategic account managementConsultative sales approachBusiness developmentSales forecastingCustomer relationship managementBroadcast media experienceSalesforce proficiencyCustomer service excellenceCross-functional collaborationNegotiation skillsCommunication skills

Required

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 condition relating legal, finance and billing

Ability to work across cross-functional teams to drive results with external and internal stakeholders

Preferred

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