Director, Strategic Accounts

🕒 vor 11 Tagen

🗽 New York – Remote

🗽 New York – Remote

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Lawo

WebsiteLinkedInAlle Stellen

201 - 500 Mitarbeiter

Gegründet 1970

💼 Beratung

📦 Logistik

🏭 Fertigung

Consulting • Logistics • Manufacturing

Lawo ist ein weltweit führendes Unternehmen in der Rundfunk- und Medienproduktionstechnologie, das professionelle Audio-, Video- und Steuerungssysteme für Live-Produktionen, Ü-Wagen/Mobile Trucks, Studios, Radio und IP-basierte Rundfunkinfrastrukturen entwirft und verkauft. Das Unternehmen bietet hochwertige Hardware (Audio-Konsolen wie die mc²-Serie, I/O, Routing- und Konvertierungsplattformen wie . edge und Power Core) sowie ein modulares Software-Ökosystem (HOME Apps-Plattform, virtuelle DSPs, virtuelle Mixer und Workflow-Apps), das IP-Migration, Fernproduktion/At-Home-Produktion und softwaredefinierte Rundfunkeinrichtungen ermöglicht. Lawo bietet zudem Support-Services, Schulungen (Lawo Academy), Vermietungen und Systemintegration für Rundfunkanstalten, Veranstaltungsorte und Produktionsfirmen an.

Beschreibung

• 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

🎯 Anforderungen

• 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

🏖️ Vorteile

• 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