Account Manager, North America

4 weeks ago

New York, United States QuickPlay Full time

About us:

At Quickplay, we are committed to transparency, fairness, and collaboration, while tackling some of the most challenging OTT video use cases focused on scalability and resilience. If you're driven by a high-performing, learning-oriented, and supportive culture, Quickplay is where you belong.

We are seeking a strategic, entrepreneurial Account Manager for North America and Global Accounts, responsible for leading relationship management, sales strategy and deal execution within existing accounts. Please read further under key responsibilities to understand the role responsibilities between North America and Global.

This role is ideal for someone who can excel as both a leader and individual contributor, capable of building and managing a team, while also being hands-on and directly involved in high-impact deals.

In this role, you will act as a strategist, a nurturer, a hunter, and an executioner-balancing leadership with active deal involvement. You will leverage the full breadth of Quickplay's resources across departments to drive success. Whether collaborating with internal teams or working directly with clients, you will be seen as a trusted partner and collaborator, helping to build and expand our business.

Key Responsibilities

  • Develop and execute comprehensive account plans within key NA accounts, including development of relationship maps and the management of senior level relationships, an understanding of key priorities for each business unit and how it relates to video and core QP capabilities, development of sales strategies to capture new business opportunities, and become knowledgeable and familiar with how things "work" at the client to accelerate the time from opportunity identification to close.
  • Key deliverables include: Building and maintaining the organizational / relationship map, developing an annual account plan that may be updated from time to time based on new priorities for the client and QP, cross selling services / selling in new services to the client as we look to expand our footprint and achieve sales targets, drive Quarterly business reviews, building case studies to support broader opportunities for QP at other accounts / new sales, and be seen as a thought leader and thought partner to the client.
  • Collaborate with respective QP teams to achieve goals, importantly jointly work with Customer Success organization on managing and exceeding client expectations and satisfaction with QP product and services.
Additionally, you will be expected to:
  • Build and maintain strong relationships with decision-makers and influencers.
  • Leverage industry trends and insights, particularly within OTT and tech, to position our solutions effectively.
  • Collaborate across teams (product, marketing, etc.) to ensure alignment and success in closing deals.
And globally,
  • Provide global leadership to build and share practices and scale our account management function outside of North America. Drive global coordination and standardization of key client deliverables and quarterly business review agendas. Serve as the subject matter expert on account management plans and strategies.
Key Qualifications
  1. Cultural Fit: Best Exhibits Mindset and Behavior such as...
    1. ...Focusing on Impact: You are Entrepreneurial, results-oriented, and proactive in solving client challenges, focusing on winning by addressing customer needs and business impact through effective solutions and positioning.
    2. ...Being Curious: Actively seeks to understand client priorities, industry trends, and how Quickplay's solutions create value.
    3. ...Being Supportive: You foster collaboration across teams, build strong client relationships and internal followership.
    4. ...Speaking Up: Speaks up when improvements are needed, ensuring continuous progress and accountability.
  2. Proven and Impressive Media / Telco Account Management track record
    1. Successfully manage large, complex media or telco accounts; a track record of great account strategy, relationships, and closing new deals independently ($10M+), demonstrating a track record of managing the entire sales process with minimal support.
    2. Skilled at navigating complex sales cycles and adapting to challenges without relying on a big brand, existing footprint, or supporting teams.
    3. Ability to craft and execute strategic account plans independently, while handling all aspects of the customer journey.
    4. Demonstrated success in handling high-impact, high-visibility deals while building trust and credibility with clients.
  3. Ability to scale our Sales Capability for North America
    1. Ability to establish and build out a high-performing account team, with a focus on developing processes and leveraging best practices.
    2. Demonstrates talent for recruiting, mentoring, and building strong teams aligned with business goals.
    3. Capable of managing a pipeline that aligns with the company's vision and roadmap for the next phase of growth.
  4. Deep Understanding of OTT Value Chain
    1. In-depth knowledge of the OTT industry, including key drivers in content creation, delivery, and distribution for Sports, Entertainment, and MVPDs.
    2. Deep familiarity with OTT business models and emerging technologies, enabling the ability to present and sell solutions aligned with market trends.
    3. Stays informed on industry shifts and evolving technologies, allowing for proactive adjustments in sales strategies to maintain competitiveness.

Preferred Experience
  • MUST: Have experience working in Media, Entertainment, Sports, Telco or MVDP industry in sales, account management or business development - whether internal or external as SI / ISV.
  • Preferred: 10+ years of account management experience, preferably in OTT industry.
  • Experience closing deals valued at greater than $1M ACV.
  • Entrepreneurship and business building from a fast growing B2B tech company

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