Growth Account Manager - Media & Entertainment - USA

TheGrowthAccountManager(GAM)will beprimarilyresponsible for developing andmaintainingstrategic relationships withVizrt’skeyaccounts in the broadcast and digital industry.This personwillwork to understand and satisfy customers' needs,resolvetheir issues promptly, and consistentlydelivera positive customer experience.TheGAM will collaborate with the customer success team to helpdrivepositivecustomer experience and satisfaction. TheGAM is expected to build long-lasting, profitable relationships with clients, always striving to find the products that best fit individual clients' specific needs. TheGrowthAccount Manager(GAM)is primarily responsible forthe strategic management ofVizrt’slargest customersin this region.Areas of responsibility include retention of Y/Y baseline revenue, creatinggo-tomarket plans designed to add value to the customer relationship and drive new bookings and recurring revenue. Keyobjectiveis to expandVizrtsolutions footprint in these accounts with sales excellence best practices that will provide credibility and customer value resulting from enterprise level agreements. TheGAM is also responsible for partnership with theVizrtCustomer Success organization, ensuring that negotiated service levels are achieved and project managing through tocloseannual support renewals that meet business growthobjectives. Tasks and Duties GrowthAccount 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 customerobjectivesand company capabilities. Develop,implementand driveGrowthAccount plans forany Top 50 account. Develop and provide functional demonstrations of the solutions to clients andsolicitclient feedbackon product features and capabilities to provide actionable inputstothe company's product management teams. Work with marketing and pre-sales to create demos and business pitches thatdemonstratevalue to customer needs,growthand future development. Conduct comprehensive accountreviewat least quarterly with customers. Provide guidance and management of the client through decision-making processesregardingcost-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 andmaintainrelationships with key decision makers across all relevant customer departments. Monthly customer status calls with Support org. and professional services. Business Development Responsibilities: Hunt andidentifynew salesopportunities and focus on providing consultative support by building valuepropositionsolutions into theprospect. Act as an expert inanalyzingcustomer needs, provide insights, manageexpectations,and communicate withclarity abouttheVizrtvalue proposition and USP. Diligently follow up and manage extensive customer contact including presentations, demonstrations, groupmeetingsand sales calls (touchpoint management). Drive salescampaignsand strategic initiatives, plan forregionalgrowth, andidentifyopportunities for solution expansion. Understand the competitivelandscape,providing insightonstrategic targets, new emergingplayers,and the shifting rights packages. Operational Responsibilities 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 understandcustomers'drivers and streamline sales efforts. Supervision Received This role will require a self-starter approach with minimal supervision.TheGrowthAccount Managerhandles and manages the portfolio according to the definedGrowthAccount Plans and new business opportunitiesunder the direction and withsupportof theHead of Key Account Sales. Reporting line Head of Key Account Sales. Competence Requirements Bachelor/Master'sdegree in relevant field. 5+ years of experience developing new business,identifyingand selling tocustomerneedsutilizinga consultative sales approach. Relevant sales experience, including strategic sales, business-to-businesssalesand/or account management organization. Proventrack recordin developing strategic customerpartnershipandyear over yearrevenue growth. Proficient in English. Previousaccount management and selling in complex decision-making situations with experience in large complex deal negotiations with a successfultrack record. Ability to drive along-termaccount 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 contracttermsandconditionrelatinglegal,financeand billing. Ability to work across cross-functionalteamsto drive results with external and internal stakeholders. Preferred Experience 5+ years of experience selling broadcast hardware and software products within the media industry, including broadcast networks and local stations,mediaand 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 Salesforceto trackandforecastaccount activities. Selling in a long sales cycle with complex financial data and strong understanding of financials,profitabilityand cash flow. Across Vizrt, we all work with our shared purpose in mind; to deliver more stories, better told. That is because we believe that stories have the power to impact not just the audience, but the teller as well. A well-crafted and well-delivered story can change the world. We strive and innovate to deliver the best software-defined visual storytelling tools to the world’s storytellers across broadcast, media, public service, enterprise, not-for-profit, education, health, houses of worship, in fact wherever there is a need to educate, entertain or inform. Because that is what stories do, it is why they are important 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: Health Insurance: Comprehensive medical, dental, and vision insurance plans to keep you and your family healthy 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