Strategic Account Manager - Sports - EMEA

The Strategic Account Sales Manager (SAM) will be primarily responsible for developing andmaintainingstrategic relationships with Vizrt’skeyaccounts within our Sports vertical in EMEA.This personwillwork to understand and satisfy customers’ needs,resolvetheir issues promptly, and consistentlydeliversa positive customer experience.

TheSAM will collaborate with the customer success team to help drive a positive customer experience and satisfaction. TheSAM is expected to build long-lasting, profitable relationships with clients, always striving to find the products that best fit individual clients’ specific needs.

The Strategic Account  Manager (SAM) is primarily responsible for the strategic management of Vizrt’slargest customers inEMEA. Areas of responsibility include retention of Y/Y baseline revenue, creatinggo tomarket plans designed to add value to the customer relationship and drive new bookings and recurring revenue. Keyobjectiveis to expand

Vizrtsolutions footprint in these accounts with sales excellence best practices that will provide credibility and customer value resulting from enterprise level agreements. TheSAM is also responsible for partnership with theVizrt

Customer Success organization, ensuring that negotiated service levels are achieved and project managing through toclosingannual 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 customerobjectivesand company capabilities.

• Develop,implementand drive
  
  Strategic
  
  Account plans forany Top 50 account.

• Develop and provide functional demonstrations of the solutions to clients andsolicitclient feedbackon 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 thatdemonstratevalue to customer needs,growthand future development.

• Conduct comprehensive account review at least quarterly with customers.

• Provide guidance and management of the client through decision-making processesregardingcost-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 andmaintainrelationships with key decision makers across all relevant customer departments.

• Monthly customer status calls with Support org. and professional services.

Business Development Responsibilities:

• Hunt andidentifynew sales opportunities and focus on providing consultative support by building value proposition for solutions into the prospect.

• Act as an expert inanalyzingcustomer needs, provide insights, manageexpectationsand communicate with clarity the Vizrtvalue proposition and USP.

• Diligently follow up and manage extensive customer contact including presentations, demonstrations, groupmeetingsand sales calls (touchpoint management).

• Drive salescampaignand strategic initiatives, plan forregionalgrowth, identify opportunities for solution expansion.

• Understand the competitive landscape in the(region),providing insight on strategic targets, new emergingplayersand 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 understandcustomersdrivers and streamline sales efforts.

Supervision Received

This role will require a self-starter approach with minimal supervision. TheSAM
- Sportshandles and manages the portfolio according to the defined Strategic Account Plans and new business…