Strategic Account Manager (East Coast)
It's fun to work in a company where people truly BELIEVE in what they're doing!
We're committed to bringing passion and customer focus to the business.
ABOUT AVID
Avid makes technology and collaborative tools so creators can entertain, inform,educateand enlighten the world. Our customers are the visionaries behind the most inspiring feature films, television programs, news broadcasts, televised sporting events, musicrecordingand live concerts.
To learn how Avid powers greater creators or for more information, visit.
JOB SUMMARY
As a Strategic Account Manager, you will drive revenue growth at Avid by managing our most important existing accounts while also actively hunting new logoswithin the media and entertainment industry.You are a strategic seller who thrives in both worlds protecting and expanding high-value relationships whileidentifyingand closing new enterprise opportunities from prospecting through negotiation and close. This role requires someone who can navigate complex, multi-stakeholder organizations, engage at the executive level, and bring the discipline of a structured salesmethodologyto a role that demands both hunter instincts and enterprise relationship depth.
KEY RESPONSIBILITIES
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Own the full sales cycle for all Avid 's product lines (from hardware to SaaS) across a defined portfolio of named strategic accounts, including renewals, expansions, multi-year agreements, and net-new business within accounts.
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Drive new business acquisition byidentifyingand closing new logos within entertainment, news, and adjacent media industries, with a particular focus on cloud-first opportunities and the shift from on-prem and hybrid to cloud-native platforms.
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Develop and execute multi-year account strategies that reflect each customer's business priorities, technology roadmap, and competitive dynamics.
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Build trusted relationships with executives, decision-makers, andpurchasinginfluencers across complex, multi-stakeholder organizations typical of large global media environments.
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Deliver demos and presentations tailored to senior business audiences, clearly articulating the value of cloud-native platforms to an industry navigating the shift from on-prem and hybrid to cloud-first workflows.
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Partner with Product, Customer Success, Presales, Marketing, andRevOpsto shape solutions that address evolving customer needs and ensure seamless execution.
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Act as a market expert — bringing competitive intelligence, customer insights, and industry trends back internally to influence product strategy and go-to-market plans.
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Apply a structured sales methodology (e.g., MEDDPICC) to maintain rigor and predictability across everydeal, andmaintain high-quality CRM data by accurately documenting customer engagement, opportunity status, pipeline progression, forecast information, competitive positioning, and next-step actions to provide visibility into business performance and sales execution.
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Maintain direct, high-touch engagement with end customers throughout the sales cycle, even in partner-facilitated deals; partner with the relevant Partner Account Manager (PAM) to coordinate approach and ensure a seamless customer experience.
SUCCESS MARKERS
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Build the Relationships – executive alignment, internal orchestration and expansion mindset are the three factors correlated to successful performance.
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Become the Expert – business acumen, insight-led outreach, and commercial mastery separate quota carriers from strategic advisors.
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Follow the Process – outcome-based selling, account planning, and pipeline discipline are fundamentals. Those who treat these as high-impact work (not administrative tasks) will consistently win.
QUALIFICATIONS
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10+ years of B2B enterprise sales experience with a demonstratedtrack recordof owning a revenue number, closing new business, and expanding named accounts — ideally selling a mix of software (SaaS) and hardware.
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Demonstrated success