Strategic Account Manager

For more than 25 years, Telestream has been at the forefront of innovation in the digital video industry, consistently delivering cutting-edge solutions across all aspects of media processing and workflow orchestration. From dynamic live capture to seamless streaming, from awe-inspiring production to meticulous quality assurance, Telestream remains the steadfast force ensuring flawless delivery of your video content, regardless of how it is created, distributed, or consumed.

Our esteemed clientele includes the majority of the world's leading Media & Entertainment, Video Production, Broadcasting, and streaming companies.

Now, as we embark on the next phase of Telestream's growth, we are poised to assist our customers in transitioning to the next generation of video products and solutions. These advancements not only capitalize on traditional on-premises solutions but also embrace hybrid and cloud-based technologies and business solutions, all while integrating AI into video workflows.

Strategic Account Manager - Remote, US

This senior and strategically critical position will be responsible for effectively positioning Telestream solutions. This position requires an experienced self-disciplined, high energy, deal creation, and results motivated individual who has a thorough knowledge of Service Provider's video business challenges.

Responsibilities

• Develop a consistent and growing revenue stream for products and services within the assigned strategic accounts and region.
• Build and maintain named solid and trusted business relationships with Key Influencers, Engineering and Operations, Technical Evaluators, Procurement, etc., with existing and new strategic accounts. In particular, "get delegated upwards" and establish Telestream as a strategic partner to key executives in these accounts and gain their trust and respect.
• Create key account strategy & implementation plans in collaboration with the presales team and the Business Units. Effectively collaborate with global virtual team members and leaders to drive revenue to successfully close business by developing customer-centric solutions based on the customer's specific needs.
• Service existing accounts and generate strategic demand in emerging markets by direct efforts and utilizing and developing resale and system integration partners to extend Sales coverage and promote Telestream solutions.
• Develop, manage and report a growing Sales pipeline. Diligently manage and track opportunities in our SalesForce.com CRM for purposes of forecasting/reporting on an ongoing basis
• Understand the competitor's product and strategy and know-how to sell against the competition
• Consult with customers and business partners on best practices and workflows associated with Telestream solutions and applications
• Drive revenue growth by identifying new business opportunities with existing and new customers. Manage complex sales processes from initial customer contact through to product delivery and post-sales support. Includes negotiation of master purchase and services agreements where relevant

Qualifications:

• 10+ years of demonstrated technical complex solutions sales experience in video and service provider segments, including digital media/broadcast in the Telecoms/IP/video market. Ideally with 5+ years sales responsibility selling to large strategic customers in this space.