Senior Technical Sales

AI-Media (ASX:AIM) is a global leader in language and accessibility technology. Founded in Australia in 2003, we’ve grown to become one of the largest providers of AI-powered captioning, transcription and translation solutions. Our solutions combine the best of automation and human expertise, powered by industry-leading technology. We work across broadcast, government, education and corporate sectors to make content accessible, multilingual, and inclusive - reaching audiences everywhere. At AI-Media, we value innovation, integrity, and excellence. We act with accountability, deliver quality and service, and are committed to fostering a workplace that is inclusive, diverse, and barrier-free. With teams across the US, UK, Canada, Australia, and Asia, we believe diversity drives success.

Are you ready to join a fast-growing, ASX-listed company that’s shaping the future of AI-powered accessibility and language solutions? We’re looking for a Senior Technical Sales to act as the pivotal technical advisor and product advocate for our broadcast technology solutions. The objective is to support the sales process by bridging the gap between customer needs and our technology offerings, ultimately driving successful sales engagements and fostering strong customer relationships. This role can be performed on a hybrid basis.

In this role, you’ll:

• Be responsible for understanding customer requirements, designing tailored solutions, and effectively communicating the technical and business value of our products.
• Collaborate closely with sales, product management, and engineering teams to ensure a seamless customer journey from initial engagement to deployment.
• Reproduce and confirm product defects, collaborating with development teams to fix them.
• Create and deliver proof of concept (PoC) projects to validate the proposed solutions in the customer's environment.
• Represent the company at industry events, trade shows, and customer meetings as a technical expert.
• Conduct product demonstrations and technical presentations to prospective clients and collaborate with potential customers to gather and analyse requirements.
• Act as the primary technical liaison for potential customers during the presales phase and build and maintain strong customer relationships by addressing technical inquiries and concerns.
• Design and propose customized broadcast technology solutions that address specific client needs.
• Develop and present detailed proposals, presentations, and technical documents to articulate the solution's value and use presales best practices, including proposal writing, and competitive positioning.
• Analyse and understand competitor offerings to position our solutions effectively.
• Lead the technical response to requests for proposals (RFPs) and requests for information (RFIs) and ensure all technical documentation is accurate, comprehensive, and persuasive.
• Partner with product management and engineering teams to provide customer feedback and influence product roadmaps.
• Provide expert technical consultancy to customers, demonstrating how our solutions can solve their specific challenges and provide customer-lead insights and feedback to help shape product development.
• Collaborate with marketing to develop technical collateral, whitepapers, and webinars.
• Educate the sales team and other internal stakeholders on the technical aspects of our broadcast technology solutions and conduct training sessions and workshops for customers to ensure effective use of our solutions.

You’ll bring:

• Bachelor's degree in Broadcast Engineering, Computer Science, or a related field.
• 8+ years of experience in technical presales, solution architecture, or technical consultancy in the broadcast/media technology sector.
• Strong knowledge of broadcast workflows, IP-based video transport (2110), cloud workflows, AI-driven automation, and streaming technology.
• Proven track record of successfully supporting sales teams in closing complex technical sales.
• Excellent communication skills, with the ability to simplify complex technical concepts for both technical and non-technical audiences.
• Experience working with major broadcast and media companies, understanding their challenges and workflows.
• Proficiency in broadcast technology including video encoding, playout automation, asset management systems and cloud media processing.
• Strong leadership skills, with experience managing or mentoring a presales team.
• Familiarity with RFP/RFI processes and creating technical proposals.
• Willingness to travel for customer meetings, trade shows, and industry events.
• Demonstrate deep understanding of broadcast workflows, media infrastructure, and emerging industry trends such as IP-based broadcasting, cloud-based workflows, AI, and automation.
• Stay current with the latest broadcast technologies and industry trends to provide informed guidance.

What AI-Media Offers You:

• Career Progression based on talent, not tenure, tailored Career Chats.
• Access to a rewards platform that offers employees discounts and cash back on many retailers, access to fitness and health videos, recipes via HelloFresh, ability to recognize your coworkers and so much more.
• Flexible public holiday selection.
• Access to Course Catalogue.
• Paid parental leave for eligible primary and secondary caregiver.
• Employee Assistance Program (EAP).
• Quarterly.