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Imagine Communications · 1 day ago

Sales Manager

Denver, CO

Full-time

Hybrid

Mid Level

Imagine Communications is a leading provider of innovative media software and networking solutions, serving over 3,000 customers globally. The Sales Manager for the Western Region will be responsible for driving sales of video products and services to media and entertainment accounts, focusing on growth and customer relationship management.

SoftwareVideoVideo Streaming

Responsibilities

Achieve specific annual and quarterly order and gross margin targets

Maintain and grow recurring revenue including Support, Subscriptions & SaaS from existing and new accounts

Develop pipeline value and quality combined with an increasing win rate year-over-year

Own the entire sales cycle from opportunity identification, delivery of formal commercial proposals to final contract sign-off / deal closing, coordinating and drawing on assistance from Technical Pre-sales, Bid Management and other operational areas as required, including Finance & Legal

Provide a highly strategic approach to account planning and opportunity development

Build and maintain strategic executive level relationships as well as technical & economic buyer relationships via quarterly business reviews and strategic events

Follow Imagine sales business processes, practices, and policies

Maintain accurate account information and opportunity status in Salesforce on a daily basis

Qualification

Sales managementMedia & Entertainment experienceComplex solutions sellingNegotiation skillsCustomer relationship managementBusiness acumenCross-functional collaborationStrategic sales methodologiesUnderstanding business modelsPresentation skillsSelf-motivated

Required

Manage long, consultative sales cycles with multiple stakeholders

Organize and lead cross-functional resources to develop solutions and proposals

Demonstrate prospecting sales ability, with assertive, positive, and persistent style

Demonstrate strong ability to negotiate, construct and navigate complex commercial agreements

Understand Imagine's portfolio of products, service and solutions from both a business & high-level technical standpoint, articulating value propositions and leveraging TCO analysis

Understand and stay attune to business drivers and trends within the Media & Entertainment

Establish and maintain great customer relations, with both internal and external customers

Engage cross-functional resources including product and service teams to provide regular customer updates, gain strategic insight, and in turn represent the Voice of Customer and market trends internally

Be aware of competitive solutions in use by prospective customers and build rationale for how Imagine can compete to enhance or replace them

Build a political and organizational hierarchy mapping for each prospect to include decision makers, influencers, champions, and budget holders

Participate in trade shows, client conferences, industry events, etc

MBA or equivalent

Dynamic and self-motivated with outstanding presentation and customer-facing skills

Experience in selling complex solutions to large strategic and global accounts, ideally in the M & E industry, including Connected TV, OTT, FAST and video streaming companies

Experience in selling media playout systems across the Media and Entertainment markets including emerging workflows for on premise and cloud-based content distribution

Business and selling model experience for recurring revenue streams CARE, SaaS, subscriptions

Ability to translate complex technical solutions into clear business value propositions for clients

Understanding and experience with strategic sales methodologies

Strong business acumen and capable of understanding various business models

Remote office, able to travel extensively in the US