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Key Account Manager-oceania
3 months ago
Key Account Manager -Oceania
The Key Account Manager (KAM) is preferred to be based in
Sydney, Australia **with primary responsibility for developing and maintaining strategic relationships with Vizrt Group's key accounts in the broadcast and digital industry.
This person works to understand and satisfy customers' needs, resolves their issues promptly, and consistently delivers a positive customer experience.
In doing so, the KAM will collaborate with the customer success team to help drive a positive customer experience and satisfaction.
The KAM is expected to build long-lasting, profitable relationships with clients, always striving to find the products that best fit individual clients' specific needs.
What you'll do:
The Key Account Manager is primarily responsible for the strategic management of Vizrt's largest customers in Australia and New Zealand.
Areas of responsibility include retention of Y/Y baseline revenue, creating go to market plans designed to add value to the customer relationship and drive new bookings and recurring revenue.
Key objective is to expand Vizrt solutions footprint in these accounts with sales excellence best practices that will provide credibility and customer value resulting from enterprise level agreements.
The KAM is also responsible for partnership with the Vizrt Customer Success organization, ensuring that negotiated service levels are achieved and project managing through to closing annual support renewals that meet business growth objectives.
Key Account Management Responsibilities:
- Develop and sustain longterm 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 and provide functional demonstrations of the solutions to clients and solicit client feedback on product features and capabilities to provide actionable inputs to the company's product management teams.
- Work with marketing and presales to create demos and business pitches that demonstrate value to customer needs, growth and future development.
- Conduct comprehensive account review at least quarterly with customers.
- Provide guidance and management of the client through decisionmaking processes regarding cost 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.
Account Growth Responsibilities
- Identify new sales opportunities and focus on providing consultative support by building value proposition for solutions into the account.
- Drive sales campaign and strategic initiatives, plan for account growth, identify opportunities for solution expansion and drive action plans around accounts that are at risk of nonrenewal.
- Partner with internal resources to drive additional value and expertise
Operational Responsibilities
- Drive and track key performance metrics as part of the Sales Excellence Framework.
- Accurately forecast sales opportunities via pipeline report.
- Leverage crossfunctional company resources to understand customers drivers and streamline sales efforts.
Supervision Received:
This role will require a self-starter who can work independently towards the sales strategic plan and objectives under the direction of the Head of Key Accounts.
What you'll bring:
- Bachelor/Master's degree in relevant field
- 5+ years of experience developing new business, identifying and selling to customer needs utilizing a consultative sales approach.
- Relevant sales experience, including strategic sales, businesstobusiness sales and/or account management organization
- Proven track record in developing strategic customer partnership and year over year revenue growth
Proficient in English language skills:
- Previous account management and selling in complex decision-making situations with experience in large complex deal negotiations with a successful track record
- Ability to drive a long term account development strategy with midterm goals as well as shorter term execution
- Demonstrated ability to support multiple product lines in a growing, fastpaced environment
- Knowledge of restructuring contract term and condition relating legal, finance and billing
- Ability to work across crossfunctional team to drive results with external and internal stakeholders
Preferred Experience:
- 5+ years of experience selling broadcast hardware and software products within the media industry, including broadcast networks and local stations, media and digital companie
