Strategic Account Manager (East Coast)
$241,705–$362,554 year
RemoteMassachusetts, United States
Job Summary
Own the full sales cycle for Avid's product lines across defined strategic accounts, managing renewals, expansions, and multi-year agreements while driving new business acquisition in entertainment, news, and media industries. Execute multi-year account strategies tailored to customer business priorities and technology roadmaps, delivering demos to senior executives and navigating complex, multi-stakeholder organizations. Apply structured sales methodologies like MEDDPICC to maintain pipeline discipline, partner with Product and Customer Success to shape solutions, and act as a market expert by providing competitive intelligence for internal strategy. Maintain high-quality CRM data and forecast accuracy to ensure visibility into business performance. This role supports Avid's mission to power creators with collaborative tools for feature films, television, and live events.
Required Qualifications
- 10+ years of B2B enterprise sales experience
- demonstrated track record of owning a revenue number
- closing new business
- expanding named accounts
- selling a mix of software (SaaS) and hardware
- Demonstrated success managing named accounts
- identifying and closing net-new opportunities within complex, matrixed customer accounts
- Strong understanding of enterprise sales methodologies
- ability to run long, multi-stakeholder deal cycles with discipline
- Excellent communication skills
- negotiation skills
- executive-level presentation skills
- Proven forecasting accuracy
- comfort summarizing deal health with clarity and confidence
- Familiarity with CRM systems
- Ability to travel for customer visits, industry events, and internal meetings
Desired Qualifications
- ideally selling a mix of software (SaaS) and hardware
- Experience selling into entertainment, news, or media organizations (broadcast, streaming, studios, digital newsrooms, or similar)
- Exposure to structured sales methodologies (e.g., MEDDPICC, Challenger)
- Familiarity with CRM systems (Salesforce preferred)
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