Growth Account Manager - Media & Entertainment - USA

Vizrt•Boston, MA

3d•Remote

About The Position

The Growth Account Manager (GAM) will be primarily responsible for developing and maintaining strategic relationships with Vizrt’s key accounts in the broadcast and digital industry. This person will work to understand and satisfy customers' needs, resolve their issues promptly, and consistently deliver a positive customer experience. The GAM will collaborate with the customer success team to help drive positive customer experience and satisfaction. The GAM is expected to build long-lasting, profitable relationships with clients, always striving to find the products that best fit individual clients' specific needs. The Growth Account Manager (GAM) is primarily responsible for the strategic management of Vizrt’s largest customers in this region. Areas of responsibility include retention of Y/Y baseline revenue, creating go-to market plans designed to add value to the customer relationship and drive new bookings and recurring revenue. Key objective is to expand Vizrt solutions footprint in these accounts with sales excellence best practices that will provide credibility and customer value resulting from enterprise level agreements. The GAM is also responsible for partnership with the Vizrt Customer Success organization, ensuring that negotiated service levels are achieved and project managing through to close annual support renewals that meet business growth objectives.

Requirements

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.

Nice To Haves

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.

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 Growth 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 solutions into the prospect.
Act as an expert in analyzing customer needs, provide insights, manage expectations, and communicate with clarity about 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 campaigns and strategic initiatives, plan for regional growth, and identify opportunities for solution expansion.
Understand the competitive landscape, 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.