Global Strategic Account Manager (Remote)

For over 20 years, Telestream has been at the forefront of innovation in the digital video industry. We develop solutions for media processing and workflow orchestration; live capture, streaming, production and video quality assurance; and video test and measurement that make it possible to reliably get video content to any audience regardless of how it is created, distributed or viewed. If you’re looking for an industry leader in the high growth area of video, Telestream is for you.

We are currently interviewing for a Global Strategic Account Manager to grow sales into and across specific key media companies Globally. This senior and strategically critical position can be located anywhere, but East Coast strongly preferred, and will be responsible for effectively positioning Telestream solutions. This position requires an experienced self-disciplined, high energy, deal creating, and results motivated individual who has a thorough knowledge of the media industry.

Location: New York preferred

Responsibilities

• Develop a consistent and growing revenue stream for products and services within the assigned strategic accounts and region.
• Build and maintain named solid and trusted business relationships with Key Influencers, Engineering and Operations, Technical Evaluators, Procurement, etc., with existing strategic accounts. In particular, “get delegated upwards” and establish Telestream as a strategic partner to key executives in these accounts and gain their trust and respect.
• Create key account strategy & implementation plans in collaboration with the presales team and the Business Units. Effectively collaborate with global virtual team members and leaders to drive revenue to successfully close business by developing customer-centric solutions based on the customer’s specific needs.
• Service existing accounts and generate strategic demand in emerging markets by direct efforts and utilizing and developing resale and system integration partners to extend Sales coverage and promote Telestream solutions.
• Develop, manage and report a growing Sales pipeline. Diligently manage and track opportunities in our SalesForce CRM for purposes of forecasting/reporting on an ongoing basis
• Understand the competitors’ products and strategies and know-how to sell against the competition
• Consult with customers and business partners on best practices and workflows associated with Telestream solutions and applications
• Manage complex sales processes from initial customer contact through to product delivery and post-sales support. Includes negotiation of master purchase and services agreements where relevant

Qualifications

• 10+ years of demonstrated technical complex solutions sales experience in video technology, including digital media/broadcast. Ideally with 5+ years sales responsibility selling to large strategic customers in this space. (Paramount, NBC, Sky, Comcast etc)
• Knowledge of the regional account base with well-established technical and financial decision-making contacts
• Demonstrated track record in developing relationships with C-level decision makers and influencers including experience in closing large technology and service deals
• Solid business and technical acumen/analytical skills including pipeline/forecast management and ability to effectively understand articulate customer’s business and key drivers
• Must be equally comfortable dealing with senior management as well as mid-level technical staff as part of any client engagement
• Strong business knowledge with complementary skills to understand the customers and prospects business and technical drivers
• Proven ability to manage a complex sales process from initial customer contact through product delivery and post-sales support

Working Conditions

• Ability to travel and work effectively in a remote capacity

Job Posted by ApplicantPro