Strategic Account Manager (East Coast)
About The Position
Avid makes technology and collaborative tools so creators can entertain, inform, educate and enlighten the world. Our customers are the visionaries behind the most inspiring feature films, television programs, news broadcasts, televised sporting events, music recording and live concerts. As a Strategic Account Manager, you will drive revenue growth at Avid by managing our most important existing accounts while also actively hunting new logos within the media and entertainment industry. You are a strategic seller who thrives in both worlds protecting and expanding high-value relationships while identifying and closing new enterprise opportunities from prospecting through negotiation and close. This role requires someone who can navigate complex, multi-stakeholder organizations, engage at the executive level, and bring the discipline of a structured sales methodology to a role that demands both hunter instincts and enterprise relationship depth.
Requirements
- 10+ years of B2B enterprise sales experience with a demonstrated track record of owning a revenue number, closing new business, and expanding named accounts — ideally selling a mix of software (SaaS) and hardware.
- Demonstrated success managing named accounts while identifying and closing net-new opportunities within complex, matrixed customer accounts.
- Strong understanding of enterprise sales methodologies and ability to run long, multi-stakeholder deal cycles with discipline.
- Excellent communication, negotiation, and executive-level presentation skills.
- Proven forecasting accuracy and comfort summarizing deal health with clarity and confidence.
- Familiarity with CRM systems (Salesforce preferred) and modern sales tools.
- Ability to travel for customer visits, industry events, and internal meetings.
Nice To Haves
- Experience selling into entertainment, news, or media organizations (broadcast, streaming, studios, digital newsrooms, or similar) strongly preferred.
- Exposure to structured sales methodologies (e.g., MEDDPICC, Challenger) preferred.
Responsibilities
- Own the full sales cycle for all Avid's product lines (from hardware to SaaS) across a defined portfolio of named strategic accounts, including renewals, expansions, multi-year agreements, and net-new business within accounts.
- Drive new business acquisition by identifying and closing new logos within entertainment, news, and adjacent media industries, with a particular focus on cloud-first opportunities and the shift from on-prem and hybrid to cloud-native platforms.
- Develop and execute multi-year account strategies that reflect each customer's business priorities, technology roadmap, and competitive dynamics.
- Build trusted relationships with executives, decision-makers, and purchasing influencers across complex, multi-stakeholder organizations typical of large global media environments.
- Deliver demos and presentations tailored to senior business audiences, clearly articulating the value of cloud-native platforms to an industry navigating the shift from on-prem and hybrid to cloud-first workflows.
- Partner with Product, Customer Success, Presales, Marketing, and RevOps to shape solutions that address evolving customer needs and ensure seamless execution.
- Act as a market expert — bringing competitive intelligence, customer insights, and industry trends back internally to influence product strategy and go-to-market plans.
- Apply a structured sales methodology (e.g., MEDDPICC) to maintain rigor and predictability across every deal, and maintain high-quality CRM data by accurately documenting customer engagement, opportunity status, pipeline progression, forecast information, competitive positioning, and next-step actions to provide visibility into business performance and sales execution.
- Maintain direct, high-touch engagement with end customers throughout the sales cycle, even in partner-facilitated deals; partner with the relevant Partner Account Manager (PAM) to coordinate approach and ensure a seamless customer experience.
Benefits
- The salary range shown reflects the company's good faith full target range for this position at the time of posting. The company may update or modify this range at any time and endeavors to keep this posting current. Compensation decisions are based on factors including geographic location, experience, skills, education, and business needs. While the full range is posted for transparency, offers are typically made within the lower to middle portion of the range.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
