Avid is seeking an Southeast Territory Manager, who will focus on multiple states selling the full complement of Avid solutions. Territory covered includes FL, GA, AL, MS, NC, SC, TN, KY. This position will focus on established customers and generating net new customers in underserved states.
The right candidate will have some experience in asset management, post-production, digital supply chain and/or cloud-based solutions. Seeking a candidate with experience in account planning, territory account management and a combination of selling directly and jointly with channel partners.
This position will be responsible for established accounts but will primarily focus on new customer acquisition within the assigned territory.
This role requires an individual with self-starter skills and strengths in networking, prospecting, relationship building, and contract negotiation.
Ideally, the candidate should live in one of the Southeastern US States within reasonable distance to a major airport.
The right candidate will have some experience in asset management, post-production, digital supply chain and/or cloud-based solutions. Seeking a candidate with experience in account planning, territory account management and a combination of selling directly and jointly with channel partners.
This position will be responsible for established accounts but will primarily focus on new customer acquisition within the assigned territory.
This role requires an individual with self-starter skills and strengths in networking, prospecting, relationship building, and contract negotiation.
Ideally, the candidate should live in one of the Southeastern US States within reasonable distance to a major airport.
Key Responsibilities
- Account and Business Planning
- Create, manage, update and prioritize activities outlined in business |account plans
- Work collaboratively with product management, pre-sales, and executive management to help drive pipeline and close business
- Define a strategy for initial engagement that positions Avid for ongoing dialogue and leads prospect to the next step
- Engage in consultative dialogue by leveraging industry expertise, technology solution knowledge, and consultative sales techniques to influence client decisions, create value, and meet immediate and long-term business requirements
- Create buyer vision by ensuring customer understands and can clearly visualize how solutions from Avid help address their business opportunities
- Actively shape components of each âopportunityâ to reflect buyer priorities and needs
- Effectively engage in complex negotiations with prospective clients around business commitments and the details of each proposal to successfully close the deal and maintain margins for Avid
- Understands and articulates the value of solutions from Avid and creates competitive differentiation through effective positioning and alignment with the Avid Strategic Messaging Framework
- Ability to present to multiple audiences, through a variety of methods, demonstrating deep knowledge of customer business priorities by actively shaping the offering to align with customer requirements.
- Ability to understand and communicate complex information and strategies
- Weekly forecasts | pipeline management, accurately build pipeline and forecast to achieve sales goals
- Strong ability to evaluate and qualify opportunity as a fit for Avid and Customer
- Understands the business and economic drivers that can impact the forecast and exhibits personal accountability by maintaining a realistic and honest view of that forecast
- Industry | Domain Knowledge
- Exhibit exceptional understanding of current industry and business trends within the media and entertainment market
- Represent Avid at industry conferences and thought leadership meetings and roundtables
- Up to 50% travel within a defined region
Skills & Qualifications
- Skilled at networking and uncovering new opportunities
- Independent thinker; not afraid of rejection
- Solution Selling based methodology with the ability to convey value and differentiation
- Minimum of 7 years of technology sales experience, with a track record of consistent over-achievement against assigned quota
- Hunter mentality with proven experience in effectively building a regional territory, highly driven and self-motivated
- Demonstrated success in selling post-production, asset management, and cloud workflows a plus
- Strong business acumen; polished, and articulate, comfortable selling and presenting to senior level executives
- Strong negotiation and closing skills
- Creative problem solver who can react quickly and multi-task
- Excellent verbal and written interpersonal, presentation and communication skills
- SaaS, IaaS, or PaaS experience a plus
- Fluent with Salesforce.com, MS Office, LinkedIn, and social media
- Adobe Premiere, Avid Media Composer or Pro Tools knowledge is a plus
- Bachelorâs Degree or equivalent experience required
Why Avid? Our Customers’ Work Says it All.
Avid is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
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