Enterprise Account Manager

ABOUT AVID

Avid makes technology and collaborative tools so creators can entertain, inform, educate and enlighten the world. Our customers are the visionaries behind the most inspiring feature films, television programs, news broadcasts, televised sporting events, music recording and live concerts.

To learn how Avid powers greater creators or for more information, visit www.avid.com.

JOB SUMMARY

Avid Technology is seeking a high-energy, results-oriented Enterprise Account Manager to successfully drive revenue growth for our largest accounts. In this role you will ensure revenue growth of company products and services by effectively managing, cultivating relationships and selling to new and existing customers within the customer organization.

WHAT YOU WILL DO:

• Prospect and develop relationships with potential customers to penetrate the key account in the territory. Maintains high profile with all key customers.
• Develop a strategy to demonstrate the Avid value proposition.
• Sell from technician to C-level executives to achieve goals and exceed quarterly and annual quota responsibility.
• Manages execution of sales territory-specific strategy, programs, processes or tactics that contribute to the achievement of goals. Manages and closes sales opportunities through forecasting, account resource allocation, account strategy, and planning.
• Establishes, maintains and coordinates an effective partnership with the client. Quotes products, services & solutions and makes value—added sales proposals to existing customers and new buyers at that account.
• Consistently build & deliver on an accurate account and territory pipeline.
• Acts as a liaison between the customer and the company to resolve issues.
• Understand industry and customer business & technology needs, identify suitable areas where new technologies/services will add business advantage. Works with the Customer to ensure that they receive business benefit from their investment.
• Ensures an increasing pipeline for the Enterprise Account Base through demand generation and targeted campaigns to the Avid install base accounts.
• Maintains knowledge of company products, services & solutions as well as new technology available on the market in order to compete effectively in the market.
• Ensure that the territory achieves its quarterly targets for revenue and margin
• Maintains an effective reseller channel that is properly trained and motivated to meet sales targets

WHO YOU ARE:

• 5+ years of Broadcast or Telecom or IT industry experience required.
• Proven track record of successful & profitable results with large enterprise account.
• Prior management of 5M+ revenue targets.
• Proven skills in negotiating and closing new business deals.
• Broad knowledge of technology, strategies, business processes, financial management and strategic planning. Can engage customers in strategic discussions relating to their operations, goals & performance.
• Demonstrated ability to identify business opportunities, attract new business and build lasting professional relationships with senior-level executives.
• Proven ability to manage complex sales cycle, with a track record of successful revenue attainment.
• Proven ability to plan, forecast, and manage businesses.
• Excellent communication/negotiating/closing skills with customers/prospects.
• Travel requirement: 20 to 30% of the time to manage respective sales territory.

Avid is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!