Strategic Account Manager
About the Job
Does the opportunity to join one of the fastest growing tech companies in Boston excite you? 3Play Media, a leading full-service video accessibility solution, is looking for a full-time Account Manager. As a 3Play Media Strategic Account Manager (SAM), you will be responsible for finding and winning new business at some of our largest customer logos for our video accessibility and engagement solutions.
We are searching for highly motivated candidates with demonstrated success in sales to strategically identify, prospect, qualify, and close business within the existing customer base, which includes many of the world’s top companies. In this role, you will manage the relationships with our customers and work closely with Customer Success Managers to ensure accounts are growing and supported.
The ideal candidate is someone who is dynamic, has a competitive edge, and possesses excellent phone and writing skills. You should be resourceful, analytical, adaptable, and organized, with the ability to build rapport with clients in a strategic way. Your ability to identify and close expansion and new product adoption opportunities will be critical to your success.
This is a quota-carrying position, so comfort operating in this type of role is required.
About You
- A self-starter with a positive attitude and desire to work in a competitive environment
- Experienced and successful with all types of sales motions, from referral selling to cold outbound
- Track record of high achievement; consistently developing and closing new business and/or expansion deals
- Demonstrable experience of managing complex enterprise sales opportunities and managing large enterprise accounts
- Experience with mapping the political landscape within a company and calculating the probabilities of success
- Ability to learn new technologies quickly
- Adept at solving challenging problems and building strong relationships
- Excellent written and verbal skills, including the ability to communicate effectively with all levels of customer representatives from end users to senior management
- Solid work ethic, planning, time management and organizational skills
- Leader and mentor; skilled in mobilizing resources to address customer needs
Duties and Responsibilities
- Grow the 3Play Media customer base by leveraging enterprise level upsell and expansion deals
- Learn, refine, and advance the 3Play Media sales process including; deep qualification, through product demonstrations, and contract negotiations
- Account mapping
- Communicate with clients to understand their needs and act as a trusted advisor
- Leverage Hubspot, LinkedIn, and other technologies to prospect, source, and organize your pipeline
- Keep accurate records pertaining to customer relationship and account notes
- Coordinate sales efforts with internal departments (Customer Success, Marketing, Product and Finance) to provide compelling value propositions to the customer
- Develop and maintain a comprehensive contact map within each designated customer
- Develop and deliver clear and effective written proposals for prospective and existing customers
- Maintain updated knowledge of company products, services, product applications, market conditions, competitive activities, advertising, and promotional trends
- Identify and remove potential obstacles that may impede a customer’s continued investment in 3Play’s products or services, while also ensuring alignment to 3Play policies
- Exceed monthly and quarterly new bookings quotas
- Provide executive team with pipeline transparency through regular oral and written reporting
- Participate in industry events, conferences and trade shows
- Bachelor’s degree preferred
- 5+ years of previous successful enterprise level sales experience
About the Company
3Play Media is a rapidly growing, profitable technology company with a startup culture making a huge impact on the way people consume online media. We provide premium captioning, transcription, audio description, and translation solutions to over 5,000 higher ed, enterprise, media, and government customers. Our goal is to simplify the workflow through flexible APIs, a secure online account system, and integrations with a multitude of players, platforms, and lecture capture systems. We got our start in 2008 out of MIT Sloan and we are based in Boston, MA.
Work Environment
We have an awesome work environment! Our team is hard working, laid back, and fun. There are no politics or wasteful meetings and projects get done quickly and efficiently. The team is dedicated to building a successful company. We have a spacious office with lots of natural light located in the North End. The work we do is fun, interesting, and gratifying. Your work will have a direct impact on our company’s success.
Location
3Play Media is located in Boston, MA – North Washington St on the Green & Orange line and near North Station. We are in the heart of Boston’s thriving North End District. We are located near some of the best restaurants and surrounded by Boston’s buzzing tech scene.
Perks
- Professional growth and development opportunities
- Competitive compensation
- Medical, Dental, and Vision benefits
- 401K matching program
- Paid vacation, birthday, volunteer days, and sick leave
- Disability and life insurance
- Charitable contribution matching program
- Transportation subsidy
- Company sponsored social events
- Snacks and beverages provided