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Empowering businesses to unlock the value of video.
Enterprise Sales Executive – International Accounts
Location
United States
Posted
148 days ago
Salary
$200K - $250K / year
Seniority
Senior
Job Description
Enterprise Sales Executive – International Accounts
Wowza
**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.
Job Requirements
- Qualifications**
- International (EMEA & APAC) Sales Experience: 5+ years of enterprise sales experience selling software or technology solutions to various companies and institutions.
- Technical Acumen: Solid understanding of video streaming workflows and embedded video technologies; able to explain complex concepts to non‑technical buyers.
- Proven Performance: Strong history of meeting or surpassing quota, with deal sizes between $30K and $250K. Familiarity with solution-selling frameworks such as MEDDIC, Challenger, or Sandler.
- Procurement Fluency: Experience navigating various procurement processes—including RFIs, RFQs, RFPs—and leveraging cooperative purchasing vehicles.
- Relationship Building: Ability to develop trusted advisor relationships at all levels (IT users, economic buyers, executive sponsors) and shepherd them through multi-step procurement.
- Communication & Presentation: Excellent storytelling and demo skills; able to frame solutions around efficiency and problem-solving.
- Drive & Resilience: Self-motivated with a sense of urgency; comfortable managing long, complex sales cycles.
- Collaborative Mindset: Track record of working effectively with internal teams to deliver value and drive expansion.
Benefits
- Benefits & Perks**
- Competitive salary: $200K–$250K OTE (base + commission)
- Generous Paid Time Off
- Medical, Dental, and Vision insurance (effective Day 1)
- 401(k) with strong company match
- Dependent Care FSA
- Employer-paid Life Insurance and AD&D
- Voluntary Life Insurance (Employee/Spouse/Child)
- Paid Parental Leave
- Short-Term and Long-Term Disability
- Training & Development opportunities
- Employee Assistance Program (EAP)
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