Director, Strategic Account Management (Remote)

Website Quickplay

About us–

We are technologists at heart, who love what we do.  At Quickplay we believe in transparency, fairness, and collaboration while we passionately work on some of the toughest use cases in OTT video; and are enthusiastic about massive scale and agility. If you get excited about building the future of OTT video, and aspire to be part of a high-performing, learning-oriented, and caring culture–you have landed on the right company.

About the role–

The Director, Strategic Account Acquisition and Management will play a critical role in the support, growth, and long term success of the company.

The role will have two primary responsibilities. First, the individual will be responsible for managing and growing our client accounts through both internal and external strategic partnership.  This is a customer-facing role that is responsible for ensuring our customers achieve maximum benefit from their investment in Quickplay and that we continue to evolve, grow, and expand our partnership and business interests over time.

Second, the role is to drive sales within these same accounts. This individual will be responsible for driving new business within the client, both cross-selling across the account and strategically increasing the scope of work within a client based on our core capabilities and client needs. This individual will be responsible for driving the sales process end-to-end.

The primary geographic focus will be to support North America, with occasional responsibilities in other geographies.

Responsibilities Include–

  • Account Management
    • Overall ownership of customer retention, revenue growth, and new business development.
    • Build and establish trusted relationships with our customers where we can achieve “trusted advisor” level relationships and are able to help influence our involvement across broader initiatives as well as help guide future growth and roadmap planning.
    • Development of strategic account plans to ensure consistent and regular communication, successful onboarding and support across various customer stakeholders, ensuring alignment and coordination with customers’ key strategy and growth initiatives,  as well as growth and expansion of Quickplay  interests by driving value reinforcement and adoption of services within and across the customer.
    • Play a pivotal role in maintaining client satisfaction resulting in retention, growth, and evolution of our business by providing superior levels of customer service and solutions oriented support.
  • Strategic Account Sales
      • Assist sales team in late stage sales process to gain a deeper understanding of client needs and to build and transition client relationships.
      • Build, nurture and deliver new sales opportunities. Serve as the key architect to coordinate resources, both internal and external, to drive potential client solutions.
      • Negotiate contracts, maximize value and close deals.

Success in this role requires–

  • Ability to nurture and close deals.
  • Action and detail oriented, capable of managing across multiple internal and customer stakeholders and divisions to develop and nurture our customer relationships, proactively identify areas where we can better support existing and new customer initiatives, identify new areas of engagement opportunity, while continuing to develop and nurturing relationships.
  • Exceptional communication, relationship management, and problem solving skills across both technical and business audiences.
  • Engage and direct cross-functional teams to support and engage the customer across a variety of technical, operational, strategic, sales, and business planning initiatives.
  • Serve as the voice of the customer to ensure customers’ needs and expectations are prioritized internally at Quickplay.
  • Ability to manage multiple consecutive projects and high profile accounts. Time management, prioritization, exceptional communication,  and team player skills are critical.
  • Creative thinking and problem solving ability. Ability to identify new opportunities and areas where we can expand our value and relationship.
  • Solid business acumen and solutions selling skills. Gain solid understanding of the customers current and future business interests and ability to creatively represent the value Quickplay can provide in solving for their needs.
  • Exceptional teamwork skills. Self starter who can work independently but also a team player who knows when to engage others and can work collaboratively to address challenges or opportunities.

About You–

  • You continually desire to stay curious, speak up, focus on impact for both our customers and Quickplay, and be supportive. These four specific core principles are critical to your success here at Quickplay, and we understand that when you succeed–Quickplay and our customers succeed.
  • 4-6 years of progressive experience in a similar role.
  • Experienced business professional comfortable in a highly technical environment.
  • Proven experience in customer success or account management, ideally proficient in OTT video domain and technologies.
  • Excellent analytical and problem-solving skills.
  • Self-starter, ability to work with some ambiguity and comfort working cross-functionally.
  • Ability to operate in a fast-paced environment, managing multiple projects simultaneously while prioritizing time and resources based on business impact.
  • High emotional intelligence and low ego.
  • Strong collaborator who can effectively collaborate with a diverse network of customers, partners, and internal teams.
  • Excellent interpersonal, written, verbal and presentation communication skills.
  • Preferred success in sales, customer success, and/or account management with experience driving revenue initiatives.

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