Enterprise Sales Executive managing sales cycles for Federal and SLED markets. Selling video streaming solutions and collaborating with various stakeholders.
About the role
- Identify, qualify, and close new and expansion business with technology and education companies.
- Self-source roughly 40 % of your pipeline while leveraging inbound leads and channel partners.
- 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.
- Develop credibility across technology and education IT, understanding each domain’s mission, budget cycle, and regulatory constraints.
- Stay current on streaming technologies and emerging trends in embedded systems and video workflows.
- 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.
- Coordinate with Customer Success, Solutions Architecture, Marketing, Finance, and Legal to ensure compliant onboarding, adoption, and contract execution.
- Maintain a healthy, accurate sales pipeline using a CRM system. Provide reliable revenue forecasts and insights to leadership.
- Consistently meet or exceed annual and quarterly sales targets by closing deals in the $30K–$250K range.
Requirements
- 5+ years of enterprise sales experience selling software or technology solutions to Technology and/or Education companies and institutions, including public and private companies as well as Universities.
- Solid understanding of video streaming workflows and embedded video technologies; able to explain complex concepts to non‑technical buyers.
- 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.
- Experience navigating various procurement processes—including RFIs, RFQs, RFPs—and leveraging cooperative purchasing vehicles.
- Ability to develop trusted advisor relationships at all levels (IT users, economic buyers, executive sponsors) and shepherd them through multi-step procurement.
- Excellent storytelling and demo skills; able to frame solutions around efficiency and problem-solving.
- Self-motivated with a sense of urgency; comfortable managing long, complex sales cycles.
- Track record of working effectively with internal teams to deliver value and drive expansion.
Benefits
- **Benefits & Perks**
- Competitive base salary: $120,000 – $180,000
- Bonus Eligible
- 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)
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