Strategic Account Manager - Enterprise, US

TheStrategicAccountSalesManager(SAM)will bethe primary personresponsible forgrowing,developingandmaintainingstrategic relationships witha specific set ofVizrt'sStrategicAccounts inour Enterprise vertical.This personwillwork toidentify,understandand satisfy customers' needs,grow demand forVizrt'ssolutions and close opportunities aligned toVizrt'squarterly and monthly linearity focus,maintainrelationships at all levels,resolveanyissues promptly, and consistently deliver a positive customer experience.TheSAMwill collaborate with the customer success team, and the wider CRO and Marketing organizationsto help drive a positive customer experience and satisfaction. TheSAMis expected to build long-lasting, profitable relationships with clients, always striving to findthesolutionsthat best fit individual clients' specific needs. Requirements TheStrategicAccount Manager (SAM) is primarily responsible for thegrowth ofVizrt'sstrategiccustomers.Areas of responsibility includegrowth of sustainable, predictable recurring revenue,retention of baseline revenue,developing and executing strategic account plansdesigned to add value to the customer relationship andhelp positionVizrtas the standardfor immersive Viewer Experience & Engagement in theEnterprise vertical.Strategicobjectiveis to expandVizrtsolutions footprint in these accounts with sales excellence best practices that will provide credibility and customer value. TheSAMis also responsible for partnership with theVizrtCustomer Success organization, ensuring that negotiated service levels are achieved and managingthe closure ofrenewalstomeet business growthobjectives. Tasks and Duties StrategicAccount 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 driveStrategicAccount plans. Grow theannualrecurring revenue in a sustainable,predictable, multi-yearapproachusing sales best practices to qualify and close opportunities. Partner withCustomer& Solution Advisory Team toguide customers toward measurable business outcomes and help them realize the full value of theVizrtsolutionsthrough simple, business-outcome-focusedexperiences. Partner withCustomer& Solution Advisory Team togathermarket intelligenceandcustomer feedbackto provide actionable inputs to the company's product management teams. Work withMarketingandCustomer & Solution Advisory Teamto creategenerate market demand and sustainable 4x pipeline growth. Conduct comprehensive account reviewsat least quarterly with customers. Provide guidance and management of the client through decision-making processesregardingcost-benefit, timelines, operational and change management issues. Ensure earlyand ongoingengagement in the customer'sdemand identification, evaluation andbuying process to partner with them to identifytheir businessneeds 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 theVizrtsolutionsproactively. Map andmaintainrelationships withStrategicdecision makers across all relevant customer departments. Maintain regularcustomer status calls with Support org. and professional services. Business Development Responsibilities Hunt andidentifynew salesopportunities and focus on providing consultative support by building valueproposition forsolutions into theprospect. Act as an expert inanalyzingcustomer needs, provide insights, manageexpectationsand communicate withclaritytheVizrtvalue proposition and USP. Diligently follow up and manage extensive customer contact including presentations, demonstrations, groupmeetingsand sales calls (touchpoint management). Partner with Demand Operations Team and to constantly evaluate pipeline, develop and executesalesand demand generationcampaignsand strategic initiativestoidentifyopportunities for solution expansion Partner with the Customer & Solution Advisory Team and Marketing toidentifyup-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 emergingplayersand the shifting rights packages. Operational Responsibilities Drive and trackstrategicperformance metricsandpipeline. Accurately forecast sales opportunities viaforecastreport. Manage the sales process fromlead creation toopportunity identification to closing. Leverage cross-functional company resources to understandcustomersdrivers andmaximizesales efforts. Supervision Received This role will require an entrepreneurial,self-starter approach withhigh energy, executionfocusandminimal supervision.TheStrategicAccount Sales Managerhandles and manages the portfolio according to the definedStrategicAccount Plans and new business opportunitiesunder the direction and with support of theVP Sales. Reporting line VP Enterprise Sales. Competence Requirements Bachelor/Master'sdegree in relevant field. 5+ years of experience developing new business,identifyingand selling to customer needsutilizingachallengersales 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, finance and 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 Enterprise market. 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,profitabilityand cash flow. Benefits 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 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 #J-18808-Ljbffr Vizrt