Sales Account Manager

Job Description

The Account Manager will be responsible for managing a portfolio of media clients and driving growth by identifying new business opportunities, upselling services, and ensuring client satisfaction. and will be working in conjunction with the executive team to implement sales and business development strategies for products and services. Holders of this position must be self-motivated with high initiative and drive to achieve results.

Basic Functions

Serve as the main point of contact for assigned clients, building and nurturing long-term relationships.

Understand clients' business models, pain points, and goals to propose appropriate technical solutions.

Ensure clients are getting maximum value from our offerings by conducting regular check-ins and reviews.

Address escalations, troubleshoot client concerns, and coordinate with technical teams for resolution.

Prospect for potential clients and make telephone calls and in-person visits and presentations to existing and prospective clients.

Present WPS solutions and products.

Identify upsell and cross-sell opportunities based on client needs and product roadmaps.

Work with product technical engineer to prepare proposals, demos, and proof of concepts.

Acquire written approval from Company Management on proposals and agreements before sharing with third parties.

Lead contract renewals and negotiations in alignment with company goals.

Collaborate with the marketing team to support campaign targeting for key accounts.

Coordinate onboarding and project delivery in collaboration with project management and technical teams.

Ensure deliverables meet client expectations, timelines, and quality standards.

Track progress and manage account-specific KPIs and reporting metrics.

Additional Duties and Responsibilities

Stay up to date with trends in the media and broadcast industry, particularly those involving digital transformation, streaming, and content delivery.

Provide feedback to product and R&D teams based on client insights and market evolution.

Attend industry events, trade shows, and webinars to network and promote the brand.

Continuously develop personal skills including interpersonal, communication and leadership skills

Security Related Role

Provide feedback to the security and IT teams about any client concerns or opportunities for improvement regarding security features or practices during the sales process.

Participate in internal discussions on how to improve the security of sales operations, tools, and processes.

Handle customer data securely, using encrypted files for sensitive information.

Explain the company's data handling practices during sales meetings, clarifying how data is stored and used.

Log customer interactions in the CRM only over secure networks, avoiding public Wi-Fi.

Highlight features like two-factor authentication (2FA) in presentations to demonstrate data protection.

Keep pricing details and proprietary information secure, sharing contracts through encrypted channels.

Work with IT to ensure that sales tools comply with security standards, reporting any observed threats.

Notify the Help Desk immediately of any security incidents or IT failures to ensure prompt resolution.

Participate in regular training sessions to stay informed about emerging threats and best practices.

Encourage colleagues and clients to adopt security best practices, fostering a culture of security awareness.

Ensure all sales activities adhere to the company's information security policies and standards.

Inform clients about the company's procedures in case of data breaches, ensuring they understand the response plan.

Deliverables

Actively pursuing and meeting the sales targets set by the organization.

develop strategies to achieve targets and execute plans effectively.

Monitor progress regularly, identify potential obstacles, and take corrective actions to ensure targets are met within the specified deadlines.

Provide comprehensive and timely reports related to various aspects of responsibilities.

Coordinate all aspects of client interactions, from initial contact to deal closure; this includes scheduling and organizing client meetings, facilitating communication between internal teams and clients, addressing client inquiries and requests promptly, and ensuring smooth execution of sales agreements.

Monitor and follow up on outstanding payments from clients.

Reporting Standards

Basic degree of freedom in performing job duties and responsibilities based on adopted process within the Company.

Requirement to request approval of authorized personnel when new solutions/processes are required.

Requirement to report all customer feedback and escalate critical issues to line manager and authorized personnel.

Requirement to liaise and coordinate with other departments as needed.

Knowledge, Skills and Abilities Required

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Deep understanding of the media landscape, especially in areas like OTT, broadcast, content monetization, or streaming platforms.

Strong communication, presentation, and negotiation skills.

Comfortable discussing technical concepts with non-technical stakeholders.

Ability to manage multiple projects and clients simultaneously.

Strategic mindset with the ability to analyze market opportunities, identify target segments, and develop comprehensive sales strategies to penetrate new markets and expand existing client relationships.

Proven track record of achieving sales targets, closing deals, and negotiating contracts for OTT solutions across various industries.

Excellent verbal and written communication skills to effectively convey technical concepts, product benefits, and value propositions to diverse stakeholders, including C-level executives, content creators, media partners, and technical teams.

Dynamic presentation abilities to deliver compelling pitches, product demonstrations, and client proposals that differentiate the company's OTT solutions and drive conversion.

Comprehensive knowledge of OTT platforms, streaming technologies, content delivery networks (CDNs), video encoding, transcoding, and related industry standards.

Ability to comprehend complex technical concepts and articulate them in a clear and concise manner to clients with varying levels of technical understanding.

Proficiency in conducting needs assessments, solution consultations, and technical demonstrations to align OTT offerings with clients' specific requirements and business objectives.

Strong interpersonal skills and the ability to build trust-based relationships with clients by understanding their unique challenges, objectives, and market dynamics.

Consultative selling approach focused on uncovering client needs, proposing tailored solutions, and providing value-added recommendations that address pain points and drive business outcomes.

Ability to travel frequently.

Enthusiastic about research and new technologies

Familiarity with CRM tools and practices along

Core Competencies:

Across the Board:

Working with People

Adhering to Principles and Values

Learning and Researching

Following Instructions and Procedures

Coping with Pressures and Setbacks

Achieving Personal Work Goals and Objectives

Job Specific Competencies:

Writing and Reporting

Planning and Organizing

Writing and Reporting

Relating and Networking

Presenting and Communicating Information

Delivering Results and Meeting Customer Expectations

Adapting and Responding to Change

Physical Demands

Physical abilities required to perform the job; no additional physical demands are required.

Working Conditions

This job is mainly performed from office and may require travel and client visits.

Performance Standards

The Sales Account Manager is evaluated based on:

Alignment with Company vision, mission, and values

Compliance to Company rules, regulations, policies, procedures, directives, standardizations, and practices

Performance against current Job Description, Deliverables, and KPIs set out for this position.

Exhibition of KSAs and core competencies required for this job.

Education, Vocational and Experience Requirements and Preferences

Bachelor's degree in computer science, business, media studies, digital media or a related field.

3-5 years of experience in account management, preferably in media, SaaS, or technology services.

Experienced in meeting and presenting to C-level teams and high-profile clients with a proven track record.

Demonstrated ability to meet or exceed sales targets, generate new business opportunities, and cultivate long-term client relationships.

Experience in consultative selling, solution-based selling, and negotiating complex contracts or service agreements.

Understanding of the OTT landscape, including knowledge of streaming platforms, content distribution models, encoding/transcoding processes, and digital rights management (DRM) systems.

Disclaimer

The above listed functions and responsibilities are intended to describe the general nature and level of work being performed by this capacity. They are not to be construed as an exhaustive list of responsibilities, duties and skills required. All job descriptions may change based on business needs and personnel may be required to perform different and/or additional duties as needed, all within the general framework of their jobs.