Key Account Manager, East Coast

The Role

The Key Account Manager at Sohonet is responsible for working with assigned customers and selected target prospects to support their adoption of Sohonet services, continuously educate them, solve administrative issues, build deeper and wider relationships within the accounts, upsell additional services and ultimately, renew their contracts to retain and expand their monthly recurring revenue with Sohonet.

The Key Account Manager will also work with new prospects being pursued by the East Coast Region Director of Sales. The Key Account Manager will work in coordination with the East Coast Region Director of Sales to generate trial agreements, quotations for platform solutions and contribute to the preparation of RFPs/RFIs and arrangement and delivery of demonstrations of platform products,

This is a team-based role which will share the overall goals of the East Coast US Region. The contributions of both the Key Account Manager and the East Coast US Region will aggregate toward a quota shared by the two positions. This is an advantage for this role so that during the first year, the Key Account Manager can benefit from the experience and established account base currently being managed by the East Coast Region Director of Sales. In the second year, there will be an opportunity for the Key Account Manager to manage their own territory.

This is a sales role that requires extensive pipeline building and prospecting. The candidate must be highly motivated, extremely organized, results-oriented and possess outstanding communication and negotiating skills.

Responsibilities

• Meet or exceed quarterly sales bookings goals.

• Structure and sell profitable solutions to drive growth at the top and bottom lines for Sohonet.

• Participate in regular team and 1-on-1 meetings to discuss advancing sales opportunities, removing blockers, deal structure and strategy.

• Contribute to a strong sales culture built around individual effort combined with teamwork, CRM and sales tool discipline, aggressively managing leads, “land and expand” account based selling and a continuous focus on achievement.

• Build, strengthen and expand relationships with assigned accounts that include leading studios, networks, production and post-production companies, VFX shops, digital agencies and other selected media companies.

• Schedule and complete at least nine meetings per week with customers and prospects.

• Attend industry events, network and be immersed in the media and entertainment scene with the objective of building sustainable relationships that will lead to business opportunities and closed business.

• Work with internal cross-functional teams to advocate for clients, resolve sales blockers and to share information about specific customers and the overall market.

• Maintain extensive knowledge of Sohonet’s products and services and how they serve our customer's needs, including features, advantages, and benefits, and key examples of usage.

• Ensure Sohonet is represented in a professional and positive manner; be an evangelist for Sohonet.