Wowza

Enterprise Sales Executive – International Accounts

Wowza

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $200,000 - $250,000 per year

About the role

  • **Key Responsibilities**
  • Full-Cycle Sales: 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.
  • Multi‑Step Sales Process:
  • - 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.
  • Sector Expertise: 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.
  • Customer Advocacy: 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.
  • Cross-Functional Collaboration: Coordinate with Customer Success, Solutions Architecture, Marketing, Finance, and Legal to ensure compliant onboarding, adoption, and contract execution.
  • Pipeline & Forecasting: Maintain a healthy, accurate sales pipeline using a CRM system. Provide reliable revenue forecasts and insights to leadership.
  • Quota Achievement: 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.

Requirements

  • **Qualifications**
  • International (EMEA & APAC) Sales Experience: 5+ years of enterprise sales experience selling software or technology solutions to various companies and institutions.
  • Technical Acumen: Solid understanding of video streaming workflows and embedded video technologies; able to explain complex concepts to non‑technical buyers.
  • Proven Performance: 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.
  • Procurement Fluency: Experience navigating various procurement processes—including RFIs, RFQs, RFPs—and leveraging cooperative purchasing vehicles.
  • Relationship Building: Ability to develop trusted advisor relationships at all levels (IT users, economic buyers, executive sponsors) and shepherd them through multi-step procurement.
  • Communication & Presentation: Excellent storytelling and demo skills; able to frame solutions around efficiency and problem-solving.
  • Drive & Resilience: Self-motivated with a sense of urgency; comfortable managing long, complex sales cycles.
  • Collaborative Mindset: Track record of working effectively with internal teams to deliver value and drive expansion.
Benefits
  • **Benefits & Perks**
  • - 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)

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
video streaming workflowsembedded video technologiessolution-selling frameworksMEDDICChallengerSandlerCRM systemsquota achievementprocurement processessales forecasting
Soft skills
relationship buildingcommunicationpresentationstorytellingcollaborative mindsetdriveresilienceself-motivationproblem-solvingcross-functional collaboration