Senior-level individual contributor who is responsible managing strategic client relationships. The SDM will maintain and grow revenue from a portfolio of accounts. The SDM will manage and build relationships across the client organization, identify and manage upsell opportunities, renew existing agreements, understand and communicate client priorities, and be the lead business representative for assigned customers. The SDM will report to the Head of Strategic Development Management for Primetime Video Solutions.
Develop and adjust strategic development plans and drive the execution of those plans internally and externally.
Conduct regular senior account reviews internally and externally on regular cadence
Manage and build close relationships across the client organization, both horizontally and vertically.
Identify key decision makers and stakeholder inside client organizations.
Identify, negotiate and manage upsell opportunities through pipeline.
Identify additional opportunities for Adobe to work with your customers.
Renew existing agreements.
High EQ and ability to professionally interact with customers in various situations
Understand and communicate client priorities within Adobe.
Evangelize the value of the Adobe Video Solutions suite of products.
Collaborate with internal teams (Business Development, Product Management, Marketing, Executives, Engineering & Field Sales) to drive prioritization of customer requests and to marshal resources to support customer priorities.
What you need to succeed
Experience with video and/or TV distribution, monetization, or analytics technologies
Proven background building deep relationships within large media companies in a business development or consultative sales role.
Experience managing large, strategic client relationships
Deep knowledge of one or more elements of the digital video business and technology (content protection, origin serving, repackaging, authentication, video streaming, players technology, ad insertion, ad serving).
Ability to evangelize the value of the product / solution during client interactions at all levels of the organization.
Must be detail-oriented, highly organized and able to thrive in a fast-paced environment.
BA or BS from a top-tier university;
Exceptional analytical, verbal, and written communication skills
Demonstrated ability to work cross-organizationally, aligning multiple stakeholders and teams
Strong ability to frame issues, drive appropriate analyses, and make clear, actionable recommendations
Highly collaborative work style
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