• Strengthen the relationships with existing clients • Acquire new business in the DACH region (Germany, Austria and Switzerland) • Provide feedback to product management • Manage and foster local sales partners • Support local marketing activities including several trade shows

Role Description As the Enterprise Sales Executive, International Accounts, you will own the entire sales cycle for Wowza’s streaming solutions across all EMEA and APAC verticals. Acting as a trusted customer ambassador, you’ll guide prospects and existing accounts through: - Prospecting - Discovery - Proposals - Procurement - Final contract award You should understand complex procurement processes—including RFI/RFQ/RFP sequences and cooperative purchasing—to align Wowza’s value proposition with market needs. Qualifications - 5+ years of enterprise sales experience selling software or technology solutions to various companies and institutions in EMEA & APAC. - Solid understanding of video streaming workflows and embedded video technologies; able to explain complex concepts to non-technical buyers. - 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. - Experience navigating various procurement processes—including RFIs, RFQs, RFPs—and leveraging cooperative purchasing vehicles. - Ability to develop trusted advisor relationships at all levels (IT users, economic buyers, executive sponsors). - Excellent storytelling and demo skills; able to frame solutions around efficiency and problem-solving. - Self-motivated with a sense of urgency; comfortable managing long, complex sales cycles. - Track record of working effectively with internal teams to deliver value and drive expansion. Requirements - 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. - 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. - 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. - 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. - Coordinate with Customer Success, Solutions Architecture, Marketing, Finance, and Legal to ensure compliant onboarding, adoption, and contract execution. - Maintain a healthy, accurate sales pipeline using a CRM system. - Provide reliable revenue forecasts and insights to leadership. - 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. Benefits - 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)

• Telephone and written outreach to customers and prospects (including cold calling) • Organizing and coordinating customer appointments • Assisting with maintaining and updating customer data in the CRM system • Close collaboration with the sales team and other departments

• Formulate a strategic sales plan to drive market reach and acquisition of new customers in the food & beverage segment • Act as a consultant to management on any sales-related topic • Outline and integrate necessary sales processes internally • Build a strong portfolio of high potential customers • Survey the market to identify target customers and sales potential • Connect with prospects from discovery to closing and build high-level relationships • Onboard valuable and profitable business to achieve company and personal goals • Report on sales evolution and create forecasts • Represent the company at industry events • Handle the full customer experience and coordinate customer projects • Provide technical support in cooperation with internal departments • Participate in internal and external sensory test panels to assess in-house developments