Director, Strategic Accounts

🕒 Julho 23

🗽 New York – Remoto

🗽 New York – Remote

⏰ Tempo Integral

🔴 Especialista

👔 Diretor

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Lawo

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 1970

💼 Consultoria

📦 Logística

🏭 Manufatura

Consulting • Logistics • Manufacturing

Lawo é uma líder global em tecnologia de produção de broadcast e mídia, que projeta e vende sistemas profissionais de áudio, vídeo e controle para produções ao vivo, caminhões OB/móveis, estúdios, rádio e infraestruturas de broadcast baseadas em IP. A empresa fornece hardware de ponta (consoles de áudio como a série mc², plataformas de I/O, roteamento e conversão como a . edge e Power Core) e um ecossistema de software modular (plataforma de aplicativos HOME, DSPs virtuais, mixers virtuais e aplicativos de fluxo de trabalho) que possibilitam a migração para IP, produção remota/em casa e instalações de broadcast definidas por software. A Lawo também oferece serviços de suporte, treinamento (Lawo Academy), aluguel e integração de sistemas para emissoras, locais de eventos e empresas de produção.

Descrição

• Own and grow a portfolio of existing enterprise and tier-one broadcast accounts across North America, serving as the primary commercial and relationship lead • Develop and execute multi-year account strategies aligned with customer business objectives and LAWO’s product and solution roadmap • Build and maintain strong relationships with executive, engineering, and operational stakeholders to ensure long-term customer satisfaction, retention, and account health • Drive revenue growth within existing accounts through solution expansion, upgrades, and cross-selling across audio, video, control, and IP-based workflows • Identify new use cases and emerging requirements related to IP migration, cloud workflows, virtualization, and remote production • Accurately forecast revenue and manage complex, consultative sales cycles with discipline and transparency • Identify, qualify, and develop new strategic enterprise accounts with strong long-term growth potential for LAWO • Execute structured new-account entry strategies including stakeholder mapping, value positioning, and proof-of-concept alignment • Collaborate closely with marketing, product management, solution architects, channel partners, and system integrators to maximize account penetration and influence • Act as the voice of the customer internally, providing feedback on market needs, competitive positioning, pricing strategy, contract negotiation, and large-scale deal structuring

🎯 Requisitos

• 10+ years of sales experience in broadcast, media technology, or live production, with a proven record of managing and expanding large enterprise or strategic accounts • Proven track record of consistently exceeding sales targets in complex, enterprise-level sales environments • Strategic mindset combined with hands on execution and accountability for results • Experience selling premium or mission ‑ critical broadcast solutions to major broadcasters, sports networks, media organizations, or live event producers • Deep understanding of broadcast infrastructure, including IP-based and software-defined production workflows, across audio, video, control, and cloud-enabled environments • Demonstrated success leading long, consultative sales cycles involving complex solutions and multiple technical and business stakeholders • Strong executive presence with the ability to influence senior decision-makers while engaging credibly with engineering and operations teams • Excellent communication, negotiation, and presentation skills, with comfort engaging both C-level and technical stakeholders • Comfortable operating within a matrixed, global organization and collaborating across regions and functions • Knowledge of industry standards such as SMPTE ST 2110, NMOS, and cloud-based media workflows preferred • Skilled in CRM usage, forecasting, and data-driven pipeline and opportunity management • Collaborative, self-motivated, and effective working independently in a remote, global environment • Willingness to travel as required to support strategic accounts and business development efforts

🏖️ Benefícios

• Competitive Salary and attractive annual bonus • 4 Weeks Vacation, plus 12 Holidays • Employer-sponsored Health Reimbursement Account • Short & Long Term Disability Insurance • 401K with Company Match • Personal growth within an international environment