Strategic Account Manager - Sports - US at Vizrt

The Strategic Account Sales Manager (SAM) will be primarily responsible for developing and maintaining strategic relationships with Vizrt’s key accounts – specifically for this role the largest US sports league organisations are the core focus. This person will work to understand and satisfy customers' needs, resolve their issues promptly, and consistently delivers a positive customer experience. The SAM will collaborate with the customer success team 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 the products that best fit individual clients' specific needs. Requirements The Strategic Account Manager (SAM) is primarily responsible for the strategic management of Vizrt’s largest customers in (region). Areas of responsibility include retention of Y/Y baseline revenue, creating go to market plans designed to add value to the customer relationship and drive new bookings and recurring revenue. Key objective is to expand Vizrt solutions footprint in these accounts with sales excellence best practices that will provide credibility and customer value resulting from enterprise level agreements. The SAM is also responsible for partnership with the Vizrt Customer Success organization, ensuring that negotiated service levels are achieved and project managing through to closing annual support renewals that 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 for any Top 50 account. • Develop and provide functional demonstrations of the solutions to clients and solicit client feedback on product features and capabilities to provide actionable inputs to the company's product management teams. • Work with marketing and pre-sales to create demos and business pitches that demonstrate value to customer needs, growth and future development. • Conduct comprehensive account review 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 engagement in the customer buying process to diagnose customers' 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 company platform proactively. • Map and maintain relationships with key decision makers across all relevant customer departments. • Monthly 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). • Drive sales campaign and strategic initiatives, plan for regional growth, identify opportunities for solution expansion. • Understand the competitive landscape in the (region), providing insight on strategic targets, new emerging players and the shifting rights packages. Operational Responsibilities • Drive and track key performance metrics. • Accurately forecast sales opportunities via pipeline report. • Manage the sales process from opportunity identification to closing. • Leverage cross-functional company resources to understand customers drivers and streamline sales efforts. Supervision Received This role will require a self-starter approach with minimal supervision. The Key Account Sales Manager handles and manages the portfolio according to the defined Key Account Plans and new business opportunities under the direction and with support of the Head of Key Account Sales. Reporting line Head of Strategic Account Sales. Competence Requirements • Bachelor/Master's degree in relevant field. • 5+ years of experience developing new business, identifying and selling to customer needs utilizing a consultative 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. ...