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Job Summary
Avid Account Manager is responsible for driving revenue growth and market expansion in Avid's video production solutions. This role focuses on developing and managing strategic relationships with key customers & partners to support and expand the use of Avid’s industry-leading video solutions in a defined territory or with a list of defined accounts. The Avid Account Manager works cross-functionally with Presales, Partner Account Managers, Marketing, and Product teams to support partner enablement, joint go-to-market initiatives, achievement of shared business objectives and successfully closes deals.
Key Responsibilities
- Collaborate with internal Sales and Marketing teams to develop joint campaigns, demand-generation activities.
- Stay informed of industry trends, competitive landscape, and emerging technologies to position Avid solutions effectively.
- Own commercial outcomes of customer engagements, including expansion pipeline, deal velocity, and close rates
- Leverage customer use cases and success stories to drive follow-on sales and expansion opportunities
- Sales Strategy & Execution: Develop and implement a sales strategy to drive revenue growth, meet or exceed sales targets, and expand market share in the defined territory or list of defined accounts.
- Develop detailed Account plans for targeting white space within a given account or territory and executing to that plan. Will need to present account plans quarterly to cross functional departments.
- Customer Relationship Management: Build and maintain long-term relationships with key stakeholders in key verticals including Post-Production, major accounts, broadcasters, corporate, and education.
- This role is primarily accountable for driving net-new revenue and expansion opportunities, with a focus on acquiring new customers and growing wallet share within existing accounts.
- Technical Sales & Education: Act as an industry educator, conducting customer needs assessments and positioning tailored Avid video solutions that solve business challenges.
- Plan and execute in-person meetings with live demonstrations of products, attend industry trade shows to generate new leads and keep abreast of market trends.
- Pipeline & Forecasting: Manage the end-to-end sales cycle, track opportunities in CRM tools, and work with management to forecast sales, inventory, and profitability.
- Collaboration: Work closely with marketing, product, and technical support teams to refine messaging, ensure seamless pre- and post-sales success, and provide market intelligence for future product development.
- Negotiation & Deal Closure: Assist with proposal development, pricing strategies, and contract negotiations.
- Develop strategic account plans for major studios, broadcasters, and corporate media teams, identifying expansion opportunities and long-term growth initiatives.
- Manage a defined territory with a focus on building pipeline, improving forecast accuracy, and driving multi-solution adoption.
- Drive net-new revenue by identifying, pursuing, and closing new logo opportunities within the assigned territory or account set
- Proactively prospect and develop new business opportunities through outbound outreach, partner-led initiatives, and industry networking
- Expand Avid’s footprint within existing accounts through upsell, cross-sell, and solution expansion, beyond renewals
- Build and maintain a robust pipeline through proactive prospecting, account mapping, and territory planning
- Develop and execute outbound strategies to penetrate new accounts and buying centers
- Identify buying triggers and competitive displacement opportunities
- Build and maintain a robust pipeline through proactive prospecting, account mapping, and territory planning
- Develop and execute outbound strategies to penetrate new accounts and buying centers
- Identify buying triggers and competitive displacement opportunities
Qualifications
- 10+ Years experience in the Media and Entertainment Broadcast market or related technology markets is required.
- 10+ Years of sales experience in direct and indirect Go-to-Market (GTM) environments with a proven track record of hitting targets and forecast accuracy.
- Technical Knowledge: Proficiency with post-production workflows, shared storage solutions, cloud architectures for video post-production, digital supply chain, archive solutions, asset management solutions, video editing, AI/ML and publishing video content to air or social media/CMS.
- Communication & Interpersonal Skills: Excellent communication, presentation, and organizational skills are necessary for effective client and team interaction.
- Problem-Solving: The understanding of legacy file-based workflows and ability to recommend more modern and efficient cloud and hybrid file based workflows for broadcast and post production environments.
- Education: A bachelor’s degree in a related field is preferred, or equivalent industry experience.
- Familiarity with Avid’s solutions or related competitors technologies in video, audio, and media production is a plus.
- Proficiency in CRM tools (e.g., Salesforce) and Microsoft Office applications. Knowledge of Avid solutions such as Media Composer, Media Central, Nexis video storage, Stream I/O, asset management solutions and cloud deployments is a plus.
- Historical experience with Meddpic or Meddic forecast/deal process or similar solution selling methodologies is preferred.
- This role can be based in the East coast or West coast as a remote position.
- Ability & Willingness to travel up to 30% of the time.
About Avid
Avid Technology powers the world’s most celebrated media organizations and creative professionals with innovative tools for video and audio production, content management, and distribution. From award-winning film and TV editors to cutting-edge broadcasters and musicians, Avid solutions empower creative teams to tell stories that inspire, entertain, and inform audiences everywhere.
Pay Range $150,000 - $240,000 USD
The salary range shown reflects the company's good faith full target range for this position at the time of posting. The company may update or modify this range at any time and endeavors to keep this posting current. Compensation decisions are based on factors including geographic location, experience, skills, education, and business needs. While the full range is posted for transparency, offers are typically made within the lower to middle portion of the range.
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