The Strategic Sales Manager, MAM (SSM, MAM) will be primarily responsible for growing, developing, and maintaining strategic relationships with a specific set of Vizrt’s Strategic Accounts, and for developing the business of Media Asset Management. 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 SSM, MAM will collaborate with the existing sales account managers, customer success team, and the wider CRO and Marketing organisations to help drive a positive customer experience and satisfaction. The SSM is expected to build long-lasting, profitable relationships with clients, always striving to find the solutions that best fit individual clients' specific needs.
Requirements
The SSM, MAM is primarily responsible for the growth of Vizrt’s Media Asset Management portfolio at strategic customers. Areas of responsibility include growth of sustainable, predictable recurring revenue, retention of baseline revenue, developing and executing strategic account plans designed to add value to the customer relationship and help position Vizrt as the standard for immersive Viewer Experience & Engagement in the verticals of Media & Entertainment, Sports and Enterprise. Strategic objective is to expand Vizrt media solutions’ footprint in these accounts with sales excellence best practices that will provide credibility and customer value. The SSM is also responsible for partnership with the Vizrt Customer Success organization, ensuring that negotiated service levels are achieved and managing the closure of renewals to meet business growth objectives.
Tasks and Duties
- Develop and sustain long-term customer relationships while engaging customers at all levels, including senior levels of the customer organisation.
- Understand customer business strategy and business case and drive alignment between customer objectives and company capabilities.
- Develop, implement and drive Strategic Account plans in coordination with the rest of the sales organisation .
- 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 realise 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 generate market demand and sustainable 4x pipeline growth.
- Provide guidance and management of the client through decision-making processes regarding cost-benefit, timelines, operational and change management issues.
- Ability to explain complex, technical workflows in plain language and tailor the message for Department Heads, Execs or any stakeholder at the customer.
- 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 are aware of any changes to offer-related processes and procedures, including operational and business management changes.
- Oversee the customer life cycle and proactively ensure organisational alignment to drive adoption and usage of Vizrt solutions.
- 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 Media Asset Management for the 3 different verticals 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 maximise sales efforts.
Supervision Received
This role will require an entrepreneurial, self-starter approach with high energy, execution focus and minimal supervision. The SSM, MAM handles and manages the portfolio according to the defined Strategic Account Plans and new business opportunities under the direction and with the support of the Commercial Director
Reporting line
Commercial Director
Competence Requirements
- Bachelor/Master's degree in relevant field.
- 5+ years of experience developing new business, identifying and selling to customer needs utilising a challenger sales approach.
- Relevant sales experience, including strategic sales, business-to-business sales and/or account management organisation.
- Proven track record in developing strategic customer partnership and year over year revenue growth.
- 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 including OTT and Digital services
- 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
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
