Strategic Sales Manager, MAM (Media Asset Managment) - US/EMEA

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 Custome