Strategic Account Manager - Video and Media Technology

About the Role

My client, a pioneer in digital video technology with over 25 years of experience, is seeking a seasoned Strategic Account Manager to join their UK team. Known for delivering innovative solutions in media processing, workflow orchestration, and quality assurance, my client serves many of the world’s leading names in Media & Entertainment, Video Production, Broadcasting, and Streaming. They are now poised to drive the next evolution in video products, combining traditional on-premises offerings with hybrid and cloud-based solutions, enhanced by AI-integrated workflows.

Position Overview

This senior, high-impact role requires a driven, results-oriented individual with deep expertise in video solutions and a keen understanding of the challenges faced by Service Providers in the video space. The Strategic Account Manager will play a critical role in positioning my client’s solutions within high-value accounts, establishing trusted relationships, and supporting customer transitions to advanced video technologies.

Key Responsibilities

• Revenue Growth: Develop and grow a consistent revenue stream across assigned strategic accounts and the region.
• Relationship Building: Cultivate strong, trusted relationships with decision-makers, technical evaluators, and procurement contacts. Elevate my client as a strategic partner to senior executives, earning their trust and confidence.
• Account Strategy: Collaborate with presales and Business Units to create and implement effective account strategies. Leverage global virtual teams to craft solutions aligned with customer needs.
• Sales Enablement: Drive demand generation through direct efforts and partnerships with resellers and system integrators to expand coverage and promote my client’s solutions.
• Pipeline and Reporting: Develop, manage, and report a dynamic sales pipeline using Salesforce CRM to ensure accurate forecasting and tracking of opportunities.
• Competitive Analysis: Understand competitor strategies to position my client’s offerings effectively.
• Customer Consultation: Advise customers and partners on best practices and workflows for optimal use of my client’s solutions.
• Complex Sales Management: Oversee end-to-end sales processes, from initial contact to post-sales support, including negotiating master agreements when necessary.

Qualifications

• 10+ years of experience in complex technical solution sales within video and service provider markets, with a focus on Telecoms/IP/video sectors; ideally, 5+ years managing strategic accounts in this field.
• In-depth knowledge of regional accounts, with established relationships with technical and financial decision-makers.
• Proven track record in engaging and closing deals with C-level stakeholders.
• Strong business and technical acumen, with an analytical approach to pipeline management and customer needs.
• Ability to engage confidently with senior management and mid-level technical staff during client interactions.
• Solid understanding of the video technology ecosystem and an ability to navigate complex sales processes.