Account Executive
The Account Executive target base is spread throughout enterprise, mid-market, and SMB segments, across a range of industry verticals, and are located throughout the US and Europe. The individual will have experience in leading SaaS solution sales with clients through short and long sales cycles.The right person for this role will understand how to navigate sales cycles while working collaboratively with an SDR resource. This role requires a self-starter with a "Closer" focus, exceptional communication skills, outstanding time management and the ability to work professionally with individuals inside and outside the company.
Key Focus:
- Opportunity/Funnel/Pipeline creation
- Proactive client outreach within their assigned territory
- Build awareness, teach and develop new sales opportunities
- Goal - develop a healthy sales funnel of new opportunities
- Meet/Exceed all KPI metrics outlined by the management team
- Opportunity wins
- Lead all aspects of the sales process from lead generation through win/close
- Goal - Exceed sales quota
Essential Functions:
- Develop a comprehensive sales strategy and business plans to acquire new prospective clients within their assigned territory
- Lead all stages of the sales process from lead generation to win/close
- From cold call to sales meetings, demonstrations to negotiation
- Virtual and face-to-face meetings
- Conduct initial qualification and discovery to determine client's current environment, potential projects, challenges and goals to determine how Wowza solutions will help them achieve their goals
- Use an engaging and penetrating discovery process to flush out true sales opportunities
- Effectively listen and understand where a prospect is today and where they want to be, then develop a persuasive solution and teach the prospect what they may not have known
- Teach client about market trends, challenges and issues they did not know existed, and share best practices all in an effort to develop new sales opportunities
- Prepare engaging presentations and demonstrations to groups ranging from 1 to 25 stakeholders
- Work with company resources and teams to leverage knowledge in an effort to successfully lead the sales process
- Build and cultivate relationships both horizontally and vertically through communications and conducting follow-up communications
- Use Saleforce.com to track all sales activities properly, keep all contact/lead data accurate, create new opportunities, and move opportunities thru all stages of the sales process from lead to win/close
- Effective management of a sales funnel and forecasting
- Monitor and communicate target market information accurately to management
- Exceed KPIs for daily, weekly, and monthly activity goals for calls, appointments, demonstrations, sales meetings, etc.
- Develop deep personal expertise and understanding of company solutions
- Identify opportunities for new solutions or functionality of Wowza software
- Stay current on industry trends and new or innovative approaches
Skills & Requirements
Who you are?
- 3-5years of Experience
- Proven pattern of success in software sales or highly consultative sales to business and/or government
- Consistent record of outperforming quota in previous field sales position(s)
- Successful record of managing a sales funnel with deals valuing between $5K-$25K ACV
- Strong understanding of technology and the ability to learn new technologies quickly
- Experience using Sales Engagement tools such as Salesforce.com, Salesloft, and any other similar sales tools
Soft Skills:
Exceptional skills in the following: communication, presentation, negotiation, closing, organizational, and teamwork
Proven ability to hunt new business via cold calling
Self-motivated and driven to succeed; takes initiative, willing to go the extra mile
Able to handle rejections
Attention to detail
Ability to multi-task and work within a team atmosphere
Ability to handle multiple priorities and goals
Excellent time management and organizational skills
Core values that align to Wowza's core values
Compensation and Benefits
Salary: $50,000 - $80,000
Commission Eligible - OTE Range: $100,000-$160,000
Wowza offers a comprehensive benefits package which includes the following:
Medical, Dental, and Vision insurance available 1st day of employment
Generous Paid Time Off
401(k) with strong company match
Dependent Care Flexible Spending Account
Employer Paid Basic Life Insurance and AD&D
Voluntary Life Insurance (Employee/Spouse/Child)
Parental Leave
Short-Term and Long-Term Disability
Training & Development
Employee Assistance Program (EAP)
The base salary range represents the anticipated low and high end of our salary range for this position. Actual salaries will vary and will be based on various factors, such as candidate's qualifications, skills, and competencies. The salary is one component of our total compensation package for employees.
Who We Are:
Wowza Media Systems is a Colorado-based, globally known leader providing video and media streaming software solutions to customers for whom video is mission critical but not a core competency. Wowza's software enables its customers to deliver high fidelity video streams from (m)any sources to (m)any destinations, with low latency, reliable at large scale. Wowza's solutions are implemented across video platforms, gaming, fitness, auction and commerce, education and government applications. The Company is backed by private equity firm Clearhaven Partners.
Why Work for Wowza:
Wowza's team works to connect the larger community with our passion for tech. From live-streaming graduation ceremonies for local high schools to participating in events like SheTech, employees are able to cultivate the same creative energy that first brought the company to life. Employees are encouraged to take ownership of their role with limited oversight - and coworkers are happy to help one another out.
Wowza Media Systems is an equal opportunity employer, committed to creating a diverse and inclusive environment for all people to thrive in.