Strategic Account Manager (West Coast)

Strategic Account Manager

It's fun to work in a company where people truly believe in what they're doing! We're committed to bringing passion and customer focus to the business.

Avid is seeking a Strategic Account Manager based in LA, who will work in selling the full complement of Avid portfolio of solutions. This position focuses on strategic account selling in a dynamic market and the right candidate will be part of a team focused on asset management, post-production, digital supply chain, on-prem and cloud-based solutions.

The successful candidate will be carrying out consultative selling, account planning and account management with a strong emphasis on customer service. This position may be responsible for some established accounts but will primarily focus on new customer acquisition. This role requires an individual with self-starter skills and strengths in networking, prospecting, relationship building, contract negotiating and closing techniques.

This position will be expected to maintain a full funnel of activity and meet all forecasted revenue targets as well as be responsible for rigorous prospecting. Sales techniques will include market analysis, target company research, canvassing, networking and maximizing internal and external lead generation scenarios.

Success of this role will be defined and measured by the individual's ability to achieve and exceed quota by closing significant bookings, large strategic enterprise agreements and brand new pipeline from hunting sales activities in defined market / region. Ideal candidates will be highly self-motivated, have a high sense of urgency, and driven by producing superior results.

Key Responsibilities:

• Strategic Account and Business Planning
• Create, manage, update and prioritize activities outlined in business |account plans
• Review plans with internal stakeholders and seek agreement
• Work collaboratively with product management, pre-sales, and executive management to help drive pipeline and close business
• Review market sizing and analysis to identify potential new customers and or growth opportunities
• Define a strategy for initial engagement that positions Avid for ongoing dialogue and leads prospect to the next step
• Engage in consultative dialogue by leveraging industry expertise, technology solution knowledge, and consultative sales techniques to influence client decisions, create value, and meet immediate and long-term business requirements
• Create buyer vision by ensuring customer understands and can clearly visualize how solutions from Avid help address their business challenges
• Actively shape components of each "opportunity' to reflect buyer priorities and needs
• Effectively engage in complex negotiations with prospective clients around business commitments and the details of each proposal to successfully close the deal and maintain margins for Avid
• Close large strategic and long-term agreements
• Understands and articulates the value of solutions from Avid and creates competitive differentiation through effective positioning and alignment with the Avid Strategic Messaging Framework
• Ability to present to multiple audiences, through a variety of methods, demonstrating deep knowledge of customer business priorities by actively shaping the offering to align with customer requirements.
• Ability to understand and communicate complex information and strategies
• Weekly forecasts | pipeline Management, accurately build pipeline and forecast to achieve sales goals
• Strong ability to evaluate and qualify opportunity as a fit for Avid and Customer
• Understands the business and economic drivers that can impact the forecast and exhibits personal accountability by maintaining a realistic and honest view of that forecast
• Represent Avid at industry conferences and thought leadership meetings and roundtables

Skills & Qualifications:

• Minimum of 5-10 years of technology sales experience, with a track record of consistent over-achievement against assigned quota
• Hunter mentality with proven experience in effectively building a regional territory, highly driven and self-motivated
• Exhibit exceptional understanding of current industry and business trends within the media and entertainment market
• Demonstrated success in strategic account selling
• Skilled at networking and uncovering new opportunities
• Solution Selling oriented methodology, ability to convey value and differentiation
• Strong business acumen; polished, and articulate, comfortable selling and presenting to senior level executives
• Strong negotiation and closing skills
• Creative problem solver who can react quickly and multi-task
• Excellent verbal and written interpersonal, presentation and communication skills
• SaaS, IaaS, or PaaS experience a plus
• Fluent with Salesforce.com, MS Office, LinkedIn, and social media
• Avid Media Composer or Pro Tools knowledge is a plus
• Bachelor's Degree or equivalent experience required

What to look forward to?

• Join a global team and experience a dynamic, collaborative work environment that fosters innovation and growth.
• Remote work model offering flexibility to balance work and life.
• Access to development programs with strong support and mentoring to help you grow and advance within the company.
• Equal opportunity employer committed to diversity, inclusivity, and creating a welcoming environment for all employees.
• Attractive benefits package including health & life insurance, referral rewards, and generous leave policies to ensure a healthy work-life balance.

Think this role is a good fit for you? Apply now!