Sales Manager

Every day, Imagine Communications is delivering billions of media moments all over the world — anywhere, anytime and on any device. Imagine Communications delivers innovative, end-to-end media software and networking solutions to over 3,000 customers in more than 185 countries, including the top broadcast facilities and the most technologically advanced sports and live-event venues.

Why Imagine

?Imagine Communications offers a generous Medical, Dental, Vision and Life Insurance package and HSA and 401(k) options with company matching. We like to make sure all our employees are safe when travelling so we’ve got travel insurance covered too. Employee Wellbeing is a priority for us, so all employees and their family have access to our EAP and Wellness programs, including LifeSpeak and Vitality. Volunteer in your community and we will pay for that too

. A Bit About The Ro

leAn individual contributor as well as a team member, reporting to the Vice President of Sales – Video America’s. The Sales Manager, Western Region Strategic Accounts will have responsibility for the sales of Imagine Communication’s Video Products, Services and Solutions to a set of Media & Entertainment accounts including OTT and streaming companies, primarily based in the Western United States region to grow wallet share and add new customer

s. Responsibiliti

• es:Achieve specific annual and quarterly order and gross margin targ
• etsMaintain and grow recurring revenue including Support, Subscriptions & SaaS from existing and new accou
• ntsDevelop pipeline value and quality combined with an increasing win rate year-over-y
• earOwn the entire sales cycle from opportunity identification, delivery of formal commercial proposals to final contract sign-off / deal closing, coordinating and drawing on assistance from Technical Pre-sales, Bid Management and other operational areas as required, including Finance & Le
• galProvide a highly strategic approach to account planning and opportunity developm
• entBuild and maintain strategic executive level relationships as well as technical & economic buyer relationships via quarterly business reviews and strategic eve
• ntsFollow Imagine sales business processes, practices, and polic
• iesMaintain accurate account information and opportunity status in Salesforce on a daily ba

sis Requireme

• nts:Manage long, consultative sales cycles with multiple stakehol
• dersOrganize and lead cross-functional resources to develop solutions and propo
• salsDemonstrate prospecting sales ability, with assertive, positive, and persistent s
• tyleDemonstrate strong ability to negotiate, construct and navigate complex commercial agreem
• entsUnderstand Imagine’s portfolio of products, service and solutions from both a business & high-level technical standpoint, articulating value propositions and leveraging TCO anal
• ysisUnderstand and stay attune to business drivers and trends within the Media & Entertain
• mentEstablish and maintain great customer relations, with both internal and external custo
• mersEngage cross-functional resources including product and service teams to provide regular customer updates, gain strategic insight, and in turn represent the Voice of Customer and market trends intern
• allyBe aware of competitive solutions in use by prospective customers and build rationale for how Imagine can compete to enhance or replace t
• hem.Build a political and organizational hierarchy mapping for each prospect to include decision makers, influencers, champions, and budget hold
• ers.Participate in trade shows, client conferences, industry events,

etc. Abou

• t YouMBA or equiv
• alentDynamic and self-motivated with outstanding presentation and customer-facing sk
• ills.Experience in selling complex solutions to large strategic and global accounts, ideally in the M & E industry, including Connected TV, OTT, FAST and video streaming comp
• aniesExperience in selling media playout systems across the Media and Entertainment markets including emerging workflows for on premise and cloud-based content distrib
• utionBusiness and selling model experience for recurring revenue streams CARE, SaaS, subscrip
• tionsAbility to translate complex technical solutions into clear business value propositions for cl
• ientsUnderstanding and experience with strategic sales methodol
• ogiesStrong business acumen and capable of understanding various business m
• odelsBased near the Greater Los Angeles area. Remote office, able to travel extensively i

nUSA Celebrating difference, together st

rongerAt Imagine Communications, we do not just accept difference — we celebrate it, we support it, and we thrive on it for the benefit of our customers, our employees, our products, and our communities. We are committed to providing an environment of mutual respect. Imagine Communications is proud to be an equal opportunity workplace and is an affirmative action emp

loyer.