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Enterprise Account Manager

Company: Avid
Location: Burbank
Posted on: May 13, 2019

Job Description:

Avid is seeking an Enterprise Account Manager, who focus in LA but will require travel to multiple states selling the full complement of Avid portfolio of solutions. This position will focus on established customers and net new content creators in the OTT space, e-Sports, gaming, Studios, Post-Production and Finishing. The right candidate will be part of a team focused on asset management, post-production, digital supply chain and cloud based solutions. The successful candidate will be carrying out consultative selling, account planning and account management. This position will be responsible for some established accounts but will primarily focus on new customer acquisition in a set of named accounts. This role requires an individual with self-starter skills and strengths in networking, prospecting, relationship building, and contract negotiation. Success of this role will be measured by the individual's ability to drive pipeline activity and achieve results against a defined quota. Ideal candidates will be highly self-motivated, have a high sense of urgency, and driven by producing superior results. Key Responsibilities * Account and Business Planning * Create, manage, update and prioritize activities outlined in business -account plans * Work collaboratively with product management, pre-sales, and executive management to help drive pipeline and close business * 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 * 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 * Industry - Domain Knowledge * Exhibit exceptional understanding of current industry and business trends within the media and entertainment market * Represent Avid at industry conferences and thought leadership meetings and roundtables * Up to 30% travel outside of the LA market * Skills & Qualifications: * Skilled at networking and uncovering new opportunities * Independent thinker; not afraid of rejection * Solution Selling based methodology with the ability to convey value and differentiation * 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 * Demonstrated success in strategic account selling in the Media & Entertainment space but experience in e-sports, gaming, studio workflows, OTT, Media Asset Management, AWS, Azure, GCP and post-production a plus * 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 * Adobe Premiere, Avid Media Composer or Pro Tools knowledge is a plus * Bachelor's Degree or equivalent experience requiredSDL2017

Keywords: Avid, Burbank , Enterprise Account Manager, Executive , Burbank, California

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