Sohonet
Key Account Manager
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Role Description
Title: Key Account Manager (London)
Based in: London, UK
Reporting to: Chief Revenue Officer
Who Are We?
We are a young, entrepreneurial global expert in connectivity and data management services, focusing exclusively on the media and entertainment industry. In short, we allow creatives to collaborate on content wherever they are in the world. We do this by providing an extensive range of SaaS/PaaS solutions backed up by unrivaled technical support which enables them to manage and transfer valuable and critical content quickly, securely and effectively. Our media network is the largest and most established private, high-performance network for the media industry connecting the leading studios, production and post-production facilities across the globe.
The Role
The Key Account Manager at Sohonet is responsible for working with assigned customers and selected target prospects to assess their film, episodic, TV and advertising media workflow challenges, propose solutions based on Sohonet platforms and services, thereby building a strong pipeline of sales opportunities to qualify and advance to closure. This is a sales role that involves renewing existing business, finding opportunities to up-sell those contracts and hunting across existing customers and selected new prospects for new opportunities to sell into. It 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 base selling and a continuous focus on achievement.
- Build, strengthen and expand relationships with assigned accounts that include leading studios, production and post-production companies, VFX studios and creative agencies that produce commercials.
- Schedule and complete at least nine meetings (Zoom or face-to-face) 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.
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Skills & Education
- University degree.
- Fluency in written and spoken English.
- 3.5+ years related experience in media services, media/content centric SaaS/PaaS or network services selling into the media and entertainment industry.
- The candidate is experienced in both tele-sales as well as face-to-face sales of SaaS/PaaS platforms and services in the £10K - £100K+ ACV space.
- Excellent verbal and written communication skills.
- Proven presentation/demonstration and client interaction skills.
- Ability to work in a team environment as well as individually.
- Proficiency with Salesforce.com and associated sales systems is preferred.
- Ability to manage multiple opportunities and varying levels of complexity concurrently.
The Candidate
- Passion for solving media customer challenges with technology and services.
- Responsible, self-motivated and professional.
- Hands-on approach to tackling tactical as well as strategic work.
- Proven ability to operate effectively – and with velocity – in a fast-paced, entrepreneurial startup environment in which cross-functional teamwork and initiative is a must.
- A high level of energy with the ability and desire to work on advancing opportunities during standard, as well as non-standard, working hours.
- Ability to travel as required by the business, although this is expected to be minimal (e.g. 5%).
- Must be a citizen of the United Kingdom or eligible to work in the U.K.
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Location
This position is based at Sohonet’s office in Soho (central London). This position is expected to be in Central London visiting not only the office but more importantly customers and prospects, at least three days a week.
Compensation
- Annual Salary: £65,000.00
- Target Commission: £65,000.00
- Commission Rate: 5.5%
Why you want to work for Sohonet
Sohonet is the global expert in connectivity, media services and network security for the media and entertainment industry. We allow creatives to work on content wherever they are in the world by providing an extensive range of solutions which enable them to transfer and store valuable and critical content quickly or to collaborate securely in real-time. And all of this is backed up by our unrivaled 24/7 technical support. The Sohonet Media Network is the largest and most-established private, high-performance network for the media industry and connects over 500 of the leading studios, production and post-production facilities around the world.
The winner of two Emmy Awards, Sohonet enjoys strong partnerships within the broadcast and film industry, supporting organizations such as the BFC, The Production Guild, SIGGRAPH, HPA, SMPTE, The Digital Production Partnership, AMWA, UK Screen Association, The Production Guild, StudioSysAdmins, MESA and MESA Europe, and The Visual Effects Society.
Apply Online
To apply for this position, please visit our website at https://www.sohonet.com/jobs/ and complete the easy-to-use on-line application process in this section of our website.
Sohonet is proud to be an Equal Opportunity and Affirmative Action employer. We do not discriminate on any basis and recognize all applicable legally protected characteristics.
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