Major Account Sales Manager – OEM Americas

Who we are and what we do

Audinate leads the world in networked media with our "Dante" technology which is used extensively in professional audio & video applications, including live events, broadcast, entertainment venues and communication systems.

Dante replaces all audio and video connections with a computer network, effortlessly sending video or hundreds of channels of audio over slender Ethernet cables with perfect digital fidelity. Adopted by hundreds of manufacturers in thousands of products, Dante is the de facto standard for modern AV connectivity.

You’ll find us in the largest companies and institutions like the Sydney Opera House, NFL Media Headquarters, Microsoft, major universities and even a 900-year old cathedral featured in Harry Potter.

About the role

You will create and lead commercial strategies that drive sales and adoption of Dante into a select set of strategic OEM Partners. As a key member of our sales team, you will help develop and execute our business development strategy across the Americas. You'll work in concert with the sales engineering, customer support and marketing teams in the US and globally.

This is a significant opportunity for a technical sales leader to have a major impact on Audinate's commercial development in the Americas. You'll have experience developing and consolidating relationships with OEMs in complex business environments and have the commercial acumen to build new, long-term revenue streams. 

Responsibilities

• Own, manage, and orchestrate a direct sales strategy to build a pipeline of OEM opportunities to meet and exceed annual booking targets
• Articulate Audinate’s value proposition and strategic direction to benefit clients
• Build trusted relationships with major strategic OEM partners and develop a broad and deep understanding of partner priorities
• Identify untapped opportunities, develop, and maintain forecasts, and manage the day-to-day engagements within OEM partner accounts
• Proactively conduct regularly scheduled product development and roadmap discussions with OEM partners (in person and remotely)
• Leverage close relationships with leaders of assigned accounts to shape long-term strategic direction
• Attend customer meetings and multiple trade shows
• Maintain and manage Salesforce and CPQ CRM/Quoting tools

Requirements

• Strong direct major account sales experience preferably in the pro-AV or UC industry
• A self-starter “hunter” mentality with the ability to reach out to customers and sell both new and existing solutions
• Proven sales background having successfully built, maintained and sold hardware, and embedded software products into OEMs
• You should be a self-starter with tech sales experience who is comfortable with developing and executing plans and able to easily adapt to market and customer requirements.
• Strategic thinker who can develop a clear and concise business case for why using Dante is the right decision
• Ability to be flexible in working schedule to accommodate various global time zones
• Strong written and verbal communication skills
• Ability to travel as required (>30%)

What you’ll experience with us

With us, your ambition extends as far as our reach. Working alongside experts and enthusiasts from different backgrounds, you’ll refine your skills as we define our products. We’ll experience and share a purpose we can see and hear as we pioneer the future of AV together.

In addition to a competitive salary, commission and equity incentive plan, you’ll experience our diverse, values-based culture and a range of benefits such as flexible working through to volunteering leave.

Audinate provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.