Strategic Account Manager (New Business, Vertical Focus)

As a Strategic Account Manager at Wowza Media Systems, your primary responsibilities will include owning the full sales cycle from prospecting to closing high-value accounts. You'll engage in deep discovery to understand customer needs, build and maintain a robust pipeline through strategic partnerships, and collaborate with cross-functional teams to deliver customized solutions. Additionally, you'll negotiate and close deals while providing market insights to influence product strategies.

To excel as a Strategic Account Manager at Wowza Media Systems, candidates should ideally have over 5 years of B2B sales experience in SaaS or deployable software environments. Proven success in acquiring and expanding strategic accounts, along with strong communication and negotiation skills, is a must. Familiarity with verticals like media or education is beneficial, but not mandatory, as Wowza provides support for those new to the video streaming industry.

The compensation package for the Strategic Account Manager at Wowza Media Systems includes a competitive base salary complemented by variable components, totaling $180,000 to $260,000. This pay range is reflective of diverse factors such as individual qualifications and market trends, along with an extensive benefits package featuring medical insurance, generous PTO, 401(k) matching, and more.

Wowza Media Systems is an exciting place for Strategic Account Managers due to its commitment to innovation and employee growth. The company has a strong reputation in the video streaming space and offers a fast-paced, supportive work environment where team collaboration and ownership are encouraged. Working at Wowza provides the opportunity to influence the future of video technology while being part of a mission-driven team passionate about connecting communities through tech.

No, prior experience in video or streaming is not required for the Strategic Account Manager role at Wowza Media Systems. The company is open to candidates from various backgrounds and provides training and resources to help you become proficient in their software solutions. This means that even if you come from a different industry, you’ll find the opportunity to learn and grow within the company.

In approaching the sales cycle, I focus on understanding customer needs through extensive discovery sessions and building relationships. Starting from prospecting, I prioritize identifying high-value accounts within specific verticals, which allows me to tailor my solutions to their unique challenges.

My prospecting strategy revolves around thorough market research to identify potential clients. I leverage various channels, such as social media and networking events, to connect with decision-makers. Additionally, I maintain a keen eye on industry trends that can reveal new opportunities for outreach.

I view objections as opportunities to understand my clients better. I actively listen to their concerns and provide data-driven responses that showcase how Wowza's solutions can address their specific issues. This consultative approach often helps to alleviate their hesitations and builds trust.

Collaboration is critical to my success as a Strategic Account Manager. By working closely with Sales Engineering and Marketing, I can ensure that my clients receive solutions that are not only tailored to their needs but are also backed by technical expertise. This teamwork often results in more successful interactions and satisfied customers.

I use a systematic approach to prioritize my clients based on potential value and urgency. I employ CRM tools to track interactions and deadlines, which helps me stay organized. Regular check-ins with clients also help me gauge their needs and adjust my priorities accordingly.

In my previous role, I faced a challenging deal with a significant client hesitant to move forward due to budget constraints. I facilitated multiple discussions to explore their challenges, and after demonstrating the long-term ROI of our solutions, I crafted a payment plan that accommodated their budget while assuring them of the value they would receive.

Building long-term relationships involves consistent communication, understanding the client's evolving needs, and offering ongoing support. I make it a priority to check in regularly, provide updates on new offerings, and ensure that they feel valued and understood beyond just the sales transaction.

Adapting to market trends requires continuous learning and agility. I stay informed by attending industry conferences, participating in webinars, and following relevant publications. By incorporating market insights into my sales strategy, I can position Wowza’s offerings as industry-leading solutions.

I am drawn to Wowza Media Systems because of its excellent reputation in the video streaming sector and the innovative solutions it offers. The opportunity to contribute to a company that intersects technology and community connection aligns with my personal values and career aspirations.

Successful Strategic Account Managers differentiate themselves through their consultative approach, adaptability, and relationship-building skills. They not only focus on closing deals but also invest time in understanding their clients deeply, ensuring that their solutions are genuinely aligned with client objectives.