Director/ Sr. Account Manager (Media and Entertainment Sales)

Position : Director/ Sr. Account Manager (Media and Entertainment Sales)

Industry : Media and Entertainment

Experience: 12+ yrs

Employment Type : Full-time

Knocking down business barriers to the adoption of Organisation's products & services is the main responsibility of a Senior Sales Manager. As an Account Manager your job will in maintaining and increasing the sales of Organisation's products and services into you assigned set of accounts and increasing the reach of Organisation's to new customer in your territory. This includes focusing on presenting Organisation's technologies to help solve customers critical business problems. Another critical part of the role is ensuring the success of existing customers along with expanding the usage of Organisation's products & services by discovering additional use cases within a customer s organization. In order to do this successfully this role requires an understanding of key technologies used for Media Broadcast, Terrestrial and Satellite, Contribution/ Events/ Occasional Use, Transmission, Content Acquisition/ Aggregation/ Management/ Distribution, OTT, Cloud based media workflows, Network/WAN (IP, MPLS/GVPN, Ethernet), Hosting/Cloud computing, Unified Communication and IOT.
A Day in the Life
As an account manager you will be the business representative and relationship owner for Organisation's Media and Entertainment Sales organization into your assigned set of account and territory. This is a hands-on sales role, you are not just selling solutions but you re actively working with customer understanding customer businesss, growth strategy and pain point and orchestrating the role Organisation's can play in that journey.
You will be...

• Maintaining and increasing sales of your company s products and services into your assigned setup of account in your territory
• Opening the doors into new customer for our products and service offerings.
• Defining and executing the plan to reach your sales targets and goals
• Establishing, maintaining and expanding your customer base
• Servicing the needs of your existing customers
• Increasing business opportunities through various routes to market
• Collecting customer feedback and market research and reporting it back into the company
• Keeping up to date with products and competitors
• Engage with sales prospects where you prepare and present Organisation's technology portfolio along with addressing any technical questions that come up during the sales cycle
• Take ownership to understand, ideate and create formal customer facing proposals
• Act as the bridge between customer (understanding their contextual requirement) and other teams in Organisation's like product management, Solutions engineer, commercial deal architect, engineering, procurement etc with an ultimate aim to create winning proposals for customers.
• Support the needs of existing customers including discovering additional use cases for Organisation's product & services
• Work closely with the internal team to align customer requirements to future versions of products/services.
• Have a deep understanding of Organisation's product portfolio and a willingness to learn new technologies when needed
• Own the sales process from introductory meetings (net new sales) through post-sales (customer satisfaction, upselling, and renewals)
• Educate prospects on the business value of Organisation's offerings
• Focus on customer satisfaction and success
• Continuously learn and update skills in quickly evolving technologies

Key Skills ...

• Excellent sales and negotiation skills
• Knowledge of technologies for Media Broadcast (Terrestrial and Satellite), Contribution/Events/Occasional Use, Transmission, Network/WAN (IP, MPLS/GVPN, Ethernet), Hosting/Cloud computing, Content Acquisition/Aggregation/Distribution, Cloud based media workflows, Unified Communication and IOT.
• Experience with performing customer facing activities as part of sales team. Confidence in working with customers and public speaking.
• Demonstrable ability to create and give business & technical presentations and demos.
• Excellent communicator who has experience presenting to a wide range of audiences
• Experience seeing the entire lifecycle from conception to design to technology evaluation to proof of concept to implementation to maintenance and support
• Ability to switch context quickly throughout the day with numerous competing demands
• Minimum 7 year s relevant experience and success working in a customer-facing role
• Hands-on, technical, problem solver personality
• Demonstrated experience gathering and understanding customer business requirements
• Strong relationship into the media and entertainment industry
• Good business sense, Initiative and enthusiasm
• The ability to motivate and lead a team of internal stakeholders with or without direct authority
• Excellent communication and people skills
• Good
• The ability to work calmly under pressure
• Foreign language skills are good to have