Summary of Position:
The Strategic Account Sales Manager (SAM) will be primarily responsible for growing, developing and maintaining strategic relationships with a specific set of Vizrt’s Strategic Accounts in our Enterprise vertical. 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 SAM will collaborate with the customer success team, and the wider CRO and Marketing organizations to help drive a positive customer experience and satisfaction. The SAM is expected to build long-lasting, profitable relationships with clients, always striving to find solutions that best fit individual clients' specific needs.
Responsibilities:
The Strategic Account Manager (SAM) is primarily responsible for the growth of Vizrt’s 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 enterprise vertical. Strategic objective is to expand Vizrt solutions footprint in these accounts with sales excellence best practices that will provide credibility and customer value. The SAM 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:
Strategic Account Management Responsibilities:
• Develop and sustain long-term customer relationships while engaging customers at all levels, including senior levels of the customer organization.
• Understand customer business strategy and business case and drive alignment between customer objectives and company capabilities.
• Develop, implement and drive Strategic Account plans.
• 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 realize 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 create generate market demand and sustainable 4x pipeline growth.
• Conduct comprehensive account reviews at least quarterly with customers.
• Provide guidance and management of the client through decision-making processes regarding cost-benefit, timelines, operational and change management issues.
• 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 know any changes to offer related processes and procedures, including operational and business management changes.
• Oversee the customer life cycle and ensure organizational alignment to drive adoption and usage of the Vizrt solutions proactively.
• 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 enterprise vertical, 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 maximize sales efforts.
Supervision Received
This role will require an entrepreneurial, self-starter approach with high energy, execution focus and minimal supervision. The Strategic Account Sales Manager handles and manages the portfolio according to the defined Strategic Account Plans and new business opportunities under the direction and with support of the VP Sales Enterprise.
Reporting line
VP Sales Enterprise.
• Bachelor/Master's degree in relevant field.
• 5+ years of experience developing new business, identifying and selling to customer needs utilizing a challenger sales approach.
• Relevant sales experience, including strategic sales, business-to-business sales and/or account management organization.
• Proven track record in developing strategic customer partnership and year over year revenue growth.
• Proficient in English.
• Previous account management and selling in complex decision-making situations with experience i