Strategic Account Manager - Enterprise - UK

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 the solutions that best fit individual clients' specific needs. 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
• Helping position Vizrt as the standard for immersive Viewer Experience & Engagement in the enterprise vertical

Strategic objectives include expanding 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.

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.
• 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.
• Map and maintain relationships with Strategic decision makers across all relevant customer departments.

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.
• Partner with Demand Operations Team to constantly evaluate pipeline, develop and execute sales and demand generation campaigns and strategic initiatives to identify opportunities for solution expansion.
• 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.

Competence Requirements:

• 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.
• Proven track record in developing strategic customer partnership and year over year revenue growth.
• Proficient in English.
• Ability to drive a long-term account development strategy with mid-term goals as well as shorter term execution.

We offer a comprehensive benefits package that includes:

• Health Insurance: Comprehensive medical, dental, and vision insurance plans to keep you and your family healthy.
• Paid Time Off: Generous vacation days, sick leave, and holidays to ensure you have a work-life balance.
• Professional Development: Opportunities for ongoing training.