Strategic Account Manager - Media & Entertainment - ANZ

Vizrt · Sydney

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The Strategic Account Sales Manager (SAM) will be primary responsible for growing, developing and maintaining strategic relationships with a specific set of Vizrt’s Strategic Accounts in our Media & Entertainment vertical. This person will work to identify, understand and satisfy customers' needs, grow demand for Vizrt’s solutions and close opportunities aligned to Vizrt’s quarterly and monthly linearity focus, maintain relationships at all levels, resolve any issues promptly, and consistently deliver a positive customer experience. The SAM will collaborate with the customer success team, and the wider CRO and Marketing organizations to help drive a positive customer experience and satisfaction. The SAM is expected to build long-lasting, profitable relationships with clients, always striving to find the solutions that best fit individual clients' specific needs.   

Task & duties:

Strategic Account Management 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. 

• Grow the annual recurring revenue in a sustainable, predictable, multi-year approach using sales best practices to qualify and close opportunities. 

• Partner with Customer & Solution Advisory Team to guide customers toward measurable business outcomes and help them realize the full value of the Vizrt solutions through simple, business-outcome-focused experiences.  

• Partner with Customer & Solution Advisory Team to gather market intelligence and customer feedback to provide actionable inputs to the company's product management teams. 

• Work with Marketing and Customer & Solution Advisory Team to create generate market demand and sustainable 4x pipeline growth. 

• 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 and ongoing engagement in the customer’s demand identification, evaluation and buying process to partner with them to identify their business 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 Vizrt solutions proactively. 

• Map and maintain relationships with Strategic decision makers across all relevant customer departments. 

• Maintain regular customer status calls with Support org. and professional services. 

Business Development Responsibilities:  

• 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). 

• Partner with Demand Operations Team and to constantly evaluate pipeline, develop and execute sales and demand generation campaigns and strategic initiatives to identify opportunities for solution expansion  

• Partner with the Customer & Solution Advisory Team and Marketing to identify up-sell and cross-sell opportunities that offer customer value and expand market share. 

• Understand the competitive landscape in the [add Industry Segment], providing insight on strategic targets, new emerging players and the shifting rights packages.  

Operational Responsibilities 

• Drive and track strategic performance metrics and pipeline. 

• Accurately forecast sales opportunities via forecast report.  

• Manage the sales process from lead creation to opportunity identification to closing. 

• Leverage cross-functional company resources to understand customers drivers and maximize sales efforts. 

Supervision Received 

This role will require an entrepreneurial, self-starter approach with high energy, execution focus and minimal supervision. The Strategic Account Sales Manager handles and manages the portfolio according to the defined Strategic Account Plans and new business opportunities under the direction and with support of the VP Sales, Media & Entertainment. 

Reporting line 

VP Sales, Media & Entertainment.  

Requirements

Competence Requirements: 

• Bachelor/Master's degree in relevant field. 

• 5+ years of experience developing new business, identifying and selling to customer needs utilizing a challenger 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 Experience: 

• 5+ years of experience selling broadcast hardware and software products within the Media & Entertainment industry. 

• 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 sales cycle with complex financial data and strong understanding of financials, profitability and cash flow.  

Benefits

4 billion humans see the stories that our customers tell every day. So, for us diversity is not an optional objective, it is a simple reality. Our customers’ customers are diverse, our customers are diverse, Vizrt gains strength from being diverse.

It is true that we hold our diversity to be essential, it is something we constantly nourish and pay attention to, but it is not something we take for granted. We do not tolerate discrimination or harassment. We champion inclusion and we value each other’s stories, and we relish their telling

We offer a comprehensive benefits package that includes:

• Paid Time Off: Generous vacation days, sick leave, and holidays to ensure you have a work-life balance
• Professional Development: Opportunities for ongoing training

Join our team and take advantage of these benefits while working in a dynamic and supportive environment

Recruitment Process   

• Recruiter Screening 
• Team Interview 
• Case Interview
• Final Interview 

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