Senior Strategic Account Manager (Job Req #2025-022)

Why Work at Ross Video? We have a great group of people working together to create and deliver cutting edge products that look amazing and are easy to use. We go all out so that our customers can have the best possible experience and achieve quality results. With a product focus, continual learning, results driven processes, and creative thinking, we constantly strive to improve our solutions and to deliver results. If you've ever watched live television, news, sports, or entertainment, you've seen our products in use. All of the major Hollywood award shows, most professional sports teams, and many of the largest broadcasters in the world use Ross Video technology. Get behind the scenes and learn about what it takes to make live events possible. If that resonates, and you’re someone with integrity, commitment, and a strong drive to deliver great products, we’d love to hear from you.

A key direct sales role on the Global Strategic Accounts Team, the Senior Strategic Account Manager directs and coordinates the sale of Ross Video products and services to customer organizations with the support of Ross’ Inside Sales Team and Marketing department. The Senior Strategic Account Manager is a seasoned sales professional with extensive experience selling into high-profile customers and will act as a customer-facing representative of Ross Video who directly manages a focused portfolio of strategic accounts (e.g. Network Television, Multinationals, Corporate, etc).

The Senior Strategic Account Manager is responsible for building strategic, long-term relationships with customers by conducting in-person and virtual site visits and meetings to promote the sale of Ross products and services. This is both a hands-on and strategic position that involves developing a strategic sales plan to accelerate the growth of the Global Strategic Accounts revenue. The Senior Strategic Account Manager is also expected to involve Product Managers in regular presentations to customers, assisting with the resolution of customer concerns and negotiating and closing sales to retire an individual quota each fiscal year. The Senior Strategic Account Manager will have monthly order targets in addition to their annual quota, and will participate in sales forecasting activities, including setting sales goals with integrators and business partners, where applicable.

Who you report to: Vice President, Global Strategic Accounts

What we offer:

Ross offers competitive salaries and comprehensive health plans, as well as several perks to help you perform at your best.

Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, employee share ownership program, professional development support and a ton of fun social activities and events!

Best of all, you will be part of the Ross Video team, and we’ve got a pretty energizing environment here.

What the job is all about:

• Responsible for proactively growing existing and new business relationships for Ross Video based on an assigned portfolio of strategic accounts.
• Develops new sales opportunities and maintains existing key accounts through the delivery of on-site and virtual sales presentations and through the application of the Ross Way To Sell (RWTS) methodology.
• Creates and executes an annual strategic sales plan with the end goal being the retirement of an individual quota for the assigned portfolio of accounts, in addition to contributing towards the Global Strategic Account Team’s quota for each fiscal year.
• In conjunction with the Vice President of Global Strategic Accounts, this role manages Sales forecast analysis and reporting for the assigned portfolio of strategic accounts.
• Performs market analyses to define underlying and undiscovered customer needs and optimal pricing strategies for global strategic account customers.
• Provides operational input into the development of mid- to long-term strategic account initiatives through active engagement at planning meetings with the regional sales directors, Directors of Sales and VP of Sales.
• Advocates for the customer requirements in their portfolio; proactively engaging and collaborating with functional leaders in Product Management and R&D to ensure product strategies are aligned long-term with the GSA’s customer needs.
• Works collaboratively the Inside Sales Teams and Regional Sales Teams, particularly where the assigned portfolio of strategic accounts has locally based business entities to ensure that customers are satisfied, and sales opportunities are adequately leveraged for Ross.
• Provides valuable and actionable customer feedback and market intelligence to Product Management teams on product and application requirements.
• Advises and assists end-users and key customers on the purchase process, including consulting on price schedules, discounts, and other concerns related to the purchase of Ross Video products and services.
• Assists the Marketing department to develop and implement effective marketing plans that cater to the assigned strategic account portfolio and ensures that the sales and marketing of the applicable product lines follows the Ross Code of Ethics.
• Works with Marketing and Sales leadership to execute sales initiatives specific to identified campaigns, regions, and/or key accounts.
• Prepares periodic sales reports showing sales volume, potential sales, and areas of proposed account expansion.
• Monitors and evaluates the activities and products of Ross’ competitors and keeps up to date on industry trends and technological advancements to provide credible market insights to the broader sales team.
• Travels to customer sites to conduct sales meetings and presentations and evaluate potential sales opportunities in the best interest of the Global Strategic Accounts Team.
• Supports the broader Sales Team’s efforts at major trade shows (e.g. NAB & IBC) and other industry events.

Who you are:

• College / University degree in Broadcast Engineering, Business Administration, Commerce, Marketing, or related discipline (equivalent work experience in a similar B2B Sales role such as Strategic Account Manager or Regional Sales Manager will also be considered)
• Minimum 10 years’ experience in a complex sales environment, with at least 5 years in a direct or inside sales role responsible for selling broadcast and live production equipment and solutions.
• Advanced understanding of Ross’ products, solutions and services offerings, and a strong track record of selling products and solutions for the broadcast and live production industry.
• Deep understanding of Sales principles, methods, practices, and techniques.
• Experienced user of CRM software (ideally Salesforce.com) and ideally, with the ability to produce and understand how complex quotes are created using these tools.
• Excellent analytical, documentation, planning, time management, organizational and problem-solving skills.
• Proven track record in opportunity qualification, pre-call planning, call control, and account development.
• Demonstrated ability to build and maintain lasting relationships with customers and business partners.
• Extensive experience in sales forecasting, pipeline management, and strategic planning.
• Practical knowledge of the broadcast and live production industry, including familiarity with key components used in broadcast electronics applications, product lines, key accounts, and competitors of Ross Video.
• Well-honed people leadership skills with the ability to provide guidance and coaching to developing team members to help facilitate the growth and success of the Global Strategic Accounts team.
• Natural mentor who demonstrates leadership and/or coaching skills applicable to the onboarding and training of new team members.
• Experience selling Broadcast & Live Production Equipment.
• Desire to learn and stay up to date on Broadcast industry trends and technological advancements.
• Strong problem identification and objection resolution skills.
• Exceptional communication and presentation skills; written, in-person and virtually.
• Calm under pressure with the ability to work in a fast paced, dynamic environment.
• Self-motivated, with the ability to work independently in a remote work environment.
• Desire to gainfully contribute to a sales team environment.
• Valid passport and willingness to travel internationally to customer sites and/or major tradeshows and events.

Equity, Diversity & Inclusion
At Ross, we embrace diversity, and we want you to bring your authentic self to work. We are committed to building a team that includes a variety of backgrounds, perspectives, and skills. Inclusivity drives innovation and creativity, and that’s something we’re passionate about at Ross! We believe everyone should be able to enjoy a rewarding career at Ross, regardless of race, colour, religion, sexual orientation, gender, gender identity or expression, marital status, age, veteran status, physical or mental disability. If a disability means that you need any additional support during the recruitment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.