National Account Manager - Cable/MSO

Company Name:
Azuki Systems, Inc.
Job Description: National Account Manager - Cable/MSO
Founded in 2008, Azuki provides a market leading end-to-end solution that enables content owners, enterprises and service providers to capitalize on the explosive growth of smartphones, tablets and multiple screens by delivering rich, protected content to any device over any network. The Azuki Wireless Platform combines the power of over-the-top delivery with the highest quality of user experience, content protection, scale and reliability. Azuki's customers include household names in the media, entertainment and Service Provider space. Based in Acton, Mass., Azuki is led by a strong executive team with an excellent track record of building and scaling successful companies. Visit www.azukisystems.com for more information.
This is an opportunity to join a high growth start-up that is uniquely positioned to win in the Cable Operator market. We have strong venture backing and an excellent track record of bringing innovative products to market, growing companies, and achieving successful results.
Job Summary:
Reporting to the VP of Sales, the Senior Sales Representative will be responsible for prospecting, qualification, relationship building, competitive positioning and closing business. The ideal candidate is a technically skilled sales leader with excellent presentation, teamwork and influencing skills. A successful track record of selling to Cable Operators and a history of quota achievement are a must. Successful startup experience is preferred.
Prospect and execute deals with Cable Operators
Negotiate and structure deals and work with operations/product managers/business development/legal to close transactions
Execute the strategic development/sales plan while working with key internal stakeholders (e.g. operations, product management, etc.)
Build relationships with Azuki Partners to open new opportunities and shorten sales cycles
Assist in sizing new opportunities and writing business plans for approval and funding by senior management
Seamless transition of new customers to the Azuki operations team
Meet company standards to professionalism, core values communicaitons and reporting activity
Required Skills:
10+ years of successful sales experience with increasing responsibility preferably in a start-up environment
Excellent written and oral communication skills
Ability to excel in a team environment
High degree of professionalism and integrity.
Sound analytical, negotiation, judgment and decision making skills
Demonstrated ability to negotiate contracts, close business, and generate revenue
In-depth knowledge of offerings in relevant markets and understanding of competitive landscape
Results oriented
Bachelor's Degree
Extensive experience selling to Cable Operators
Proven success and ability to develop strong, deep relationships with customers at decision-making levels
Highly effective verbal and written communication skills, including an energetic, enthusiastic and complelling sales presence
50% Travel
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