Director, Strategic Accounts

Company : Lawo

Job Type : Full Time

Remote / Work from Home

Number of Applicants

000+

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Job Description - Director, Strategic Accounts

LAWO is seeking a Director, Strategic Accounts, North America to own, grow, and expand relationships with a defined set of enterprise broadcast and media customers. This role will manage existing top-tier accounts, drive increased wallet share through solution expansion, and identify and develop new strategic customers that align with LAWO’s long-term growth objectives in North America.

The ideal candidate brings deep experience selling complex broadcast infrastructure solutions, excels at executive-level engagement, and can translate evolving customer workflows into long-term, high-value partnerships.

• Own and grow a portfolio of existing enterprise and tier-one broadcast accounts across North America, serving as the primary commercial and relationship lead

• Develop and execute multi-year account strategies aligned with customer business objectives and LAWO’s product and solution roadmap

• Build and maintain strong relationships with executive, engineering, and operational stakeholders to ensure long-term customer satisfaction, retention, and account health

• Drive revenue growth within existing accounts through solution expansion, upgrades, and cross-selling across audio, video, control, and IP-based workflows

• Identify new use cases and emerging requirements related to IP migration, cloud workflows, virtualization, and remote production

• Accurately forecast revenue and manage complex, consultative sales cycles with discipline and transparency

• Identify, qualify, and develop new strategic enterprise accounts with strong long-term growth potential for LAWO

• Execute structured new-account entry strategies including stakeholder mapping, value positioning, and proof-of-concept alignment

• Collaborate closely with marketing, product management, solution architects, channel partners, and system integrators to maximize account penetration and influence

Act as the voice of the customer internally, providing feedback on market needs, competitive positioning, pricing strategy, contract negotiation, and large-scale deal structuring

• 10+ years of sales experience in broadcast, media technology, or live production, with a proven record of managing and expanding large enterprise or strategic accounts

• Proven track record of consistently exceeding sales targets in complex, enterprise-level sales environments

• Strategic mindset combined with hands on execution and accountability for results

• Experience selling premium or mission‑critical broadcast solutions to major broadcasters, sports networks, media organizations, or live event producers

• Deep understanding of broadcast infrastructure, including IP-based and software-defined production workflows, across audio, video, control, and cloud-enabled environments

• Demonstrated success leading long, consultative sales cycles involving complex solutions and multiple technical and business stakeholders

• Strong executive presence with the ability to influence senior decision-makers while engaging credibly with engineering and operations teams

• Excellent communication, negotiation, and presentation skills, with comfort engaging both C-level and technical stakeholders

• Comfortable operating within a matrixed, global organization and collaborating across regions and functions

• Knowledge of industry standards such as SMPTE ST 2110, NMOS, and cloud-based media workflows preferred

• Skilled in CRM usage, forecasting, and data-driven pipeline and opportunity management

• Collaborative, self-motivated, and effective working independently in a remote, global environment

Willingness to travel as required to support strategic accounts and business development efforts

Competitive Salary and attractive annual bonus
4 Weeks Vacation, plus 12 Holidays
Employer-sponsored Health Reimbursement Account
Short & Long Term Disability Insurance
401K with Company Match
Personal growth within an international environment

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Director, Strategic Accounts

Job Description - Director, Strategic Accounts

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