Wowza

• Dedication to learning ongoing Wowza product knowledge • Work to ensure Service Level Agreements (SLA) are met • Adhere to defined metrics and KPIs • Contribute to the tech support knowledge base by adding and maintaining data • Provide feedback on processes and documentation to improve customer experience • Reproduce workflows by mirroring or using real customer configurations • Mentor and train junior technical support staff on technical and procedural matters • Provide unapologetic “customer obsessed” service and support • Shift: 2nd covering EU

**What You’ll Do** • Design and develop core features within Wowza Streaming Engine designed for testability and scale. • Design and implement advanced transcoder workflows for new codecs and accelerators. • Design and implement highly scalable packaging workflows. • Debug and resolve customer reported issues, bugs and performance issues. • Participate in cross-functional projects from conception through deployment. • Be a resource to other team members as a streaming subject matter expert.

• Design and develop scalable real-time video analysis services using FastAPI and WebSocket protocols • Build and maintain high-performance AI inference pipelines that process thousands of video frames per second • Optimize GPU utilization, model sharing, and resource allocation across concurrent video streams • Evaluate and integrate computer vision models (object detection, scene classification, VLMs) into production services • Implement fair scheduling algorithms and multi-device inference coordination • Monitor and optimize production systems for memory efficiency, inference latency, and throughput • Work with product management to translate business requirements into technical solutions • Learn and contribute to video processing and AI/ML technologies as part of your role growth

• Use product telemetry, analytics, and customer feedback to define priorities and validate roadmap decisions. • Partner with Product and Engineering leads to ensure each initiative is justified by measurable data such as usage trends, customer outcomes, or revenue impact. • Translate product strategy into clear technical milestones and delivery plans. • Track engineering progress using Agile tools (e.g., Jira, Confluence) and maintain visibility into scope, risks, and timelines. • Define and monitor KPIs (velocity, on-time delivery, quality metrics) to ensure engineering work aligns with company objectives. • Act as the bridge between Customer, Product, Engineering, Sales, and Support to maintain shared understanding of priorities and timing. • Lead communication and status reporting for internal stakeholders and executives, using data-driven updates that highlight customer and business outcomes. • Identify bottlenecks across the delivery process and drive continuous improvement using retrospectives and metrics. • Implement scalable frameworks for estimation, risk management, and dependency tracking across multiple teams. • Leverage win–loss insights, support feedback, and field data to ensure features directly improve customer experience and market competitiveness. • Partner with Customer Success to quantify adoption, retention, and satisfaction improvements tied to product releases. • Coordinate with engineering management to ensure optimal team capacity and prioritization. • Balance short-term delivery pressure with long-term product scalability and technical excellence.

• Serve as the primary enablement partner embedded with the sales team • Listen to calls, review deals, and support sellers in real time • Identify where deals stall, and help fix it • Turn win/loss insights into actionable improvements • Define and refine clear entrance and exit criteria for sales stages • Align pipeline stages to how buyers actually evaluate and decide - especially in security and surveillance • Improve pipeline quality, forecasting confidence, and deal flow • Partner with Sales Ops to operationalize hygiene without adding friction • Build and maintain high-impact sales assets informed by real deals • Design onboarding for new sellers as the team grows • Establish a repeatable enablement rhythm (coaching, deal reviews, certifications)

**Key Responsibilities** • Full-Cycle Sales: Identify, qualify, and close new and expansion business within all key market segments. Self-source roughly 40% of your pipeline while leveraging inbound leads and channel partners. • Multi‑Step Sales Process: - Map out user, economic, and executive buyers within target companies. - Perform focused cold calls and discovery to surface pain points. - Conduct demos that highlight workflow inefficiencies and illustrate how Wowza drives efficiency and cost savings. - Navigate RFI, RFQ, and RFP submissions; align proposals with customer and prospect-specific requirements and procurement rules. - Build internal champions and reference other customer successes to gain buy‑in from all stakeholders. • Sector Expertise: Develop credibility across all key vertical segments, understanding each domain’s mission, budget cycle, and regulatory constraints. Stay current on streaming technologies and emerging trends in embedded systems and video workflows. • Customer Advocacy: Serve as a liaison between customers and Wowza’s product, engineering, and solutions teams. Translate customer requirements into actionable proposals and ensure their voice is heard internally. • Cross-Functional Collaboration: Coordinate with Customer Success, Solutions Architecture, Marketing, Finance, and Legal to ensure compliant onboarding, adoption, and contract execution. • Pipeline & Forecasting: Maintain a healthy, accurate sales pipeline using a CRM system. Provide reliable revenue forecasts and insights to leadership. • Quota Achievement: Consistently meet or exceed annual and quarterly sales targets by closing deals in the $30K–$250K range. Typical sales cycles run 45–70 days, depending on procurement complexity.

**Key Responsibilities** **Full-Cycle Sales:** Identify, qualify, and close new and expansion business with technology and education companies. Self-source roughly 40 % of your pipeline while leveraging inbound leads and channel partners. **Multi‑Step Sales Process:** Map out user, economic, and executive buyers within target companies. Perform focused cold calls and discovery to surface pain points. Conduct demos that highlight workflow inefficiencies and illustrate how Wowza drives efficiency and cost savings. Navigate RFI, RFQ, and RFP submissions; align proposals with customer and prospect-specific requirements and procurement rules. Build internal champions and reference other customer successes to gain buy‑in from all stakeholders. **Sector Expertise:** Develop credibility across the technology sector, understanding each domain’s mission, budget cycle, and regulatory constraints. Stay current on streaming technologies and emerging trends in embedded systems and video workflows. **Customer Advocacy:** Serve as a liaison between customers and Wowza’s product, engineering, and solutions teams. Translate customer requirements into actionable proposals and ensure their voice is heard internally. **Cross-Functional Collaboration:** Coordinate with Customer Success, Solutions Architecture, Marketing, Finance, and Legal to ensure compliant onboarding, adoption, and contract execution. **Pipeline & Forecasting:** Maintain a healthy, accurate sales pipeline using a CRM system. Provide reliable revenue forecasts and insights to leadership. **Quota Achievement:** Consistently meet or exceed annual and quarterly sales targets by closing deals in the $30K–$250K range. Typical sales cycles run 45–70 days, depending on procurement complexity.