Key Account Manager - UK

Grass Valley Canada; Kingsclere; On-site; GBP 10,000 - 40,000

Job description

About Grass Valley

Grass Valley is a recognised industry leader with 65 years of experience in the media technology business. With our award-winning technology and trusted expertise, Grass Valley enables and empowers creators, broadcasters and media organizations to produce brilliant content that captivates audiences and connects people through the magic of media.

We offer the most technically advanced solutions in the industry through our comprehensive GV Media Universe (GVMU) portfolio, spanning from camera to consumer. At the core of this portfolio is AMPP (Agile Media Processing Platform), a flexible, open, software-defined platform that adapts to our customers’ business and architectural needs and integrates seamlessly with leading third-party providers. AMPP is trusted by top-tier global events and broadcasters, including NBC, Eurosport, Sky, and CBS Sports, and supported by partners such as Globecast, Tata, and Telstra.

As Grass Valley continues to innovate, we offer both agile OPEX and CAPEX business models to help our customers reduce costs and achieve quicker ROI. In addition to our commitment to cutting-edge software solutions, we maintain our investment in on-premises hardware solutions, including cameras, routing, monitoring, processing, and switchers.

Grass Valley has been engaged in the media technology business for over 60 years and is part of Black Dragon Capital. Our people are creative, knowledgeable, passionate and dedicated, working together to deliver high quality solutions and services to customers all over the world. We are looking for our future ambassadors, technologists, thought leaders and innovators to continue this beautiful journey with us. This is your opportunity, join us!

For further information, please visit Grass Valley.

Primary Job Function:

The Key Account Manager for the UK will be instrumental in driving the growth of Grass Valley’s business within the UK broadcast market. This high-profile role requires a seasoned professional with an established network across major UK broadcasters and related industries. The successful candidate will have a strong track record of building and nurturing a robust book of business, as well as developing strategic relationships at multiple stakeholder levels, including C-suite executives.

Responsibilities:

1. Develop and implement a localised sales strategy tailored to the UK broadcast market, focusing on sustainable growth and the transition to next-generation technology solutions.
2. Leverage your established network within the UK broadcast industry to build and expand relationships with key decision-makers across multiple levels of customer organisations, including broadcasters, partners, and other stakeholders.
3. Actively represent Grass Valley in the UK, building and maintaining senior-level relationships with major broadcasters and industry partners.
4. Work closely with the broader Grass Valley team, including marketing, sales, and product, to align strategies and ensure cohesive execution of the UK market strategy.
5. Drive effective discovery and consultative selling, working to identify customer pain points, uncover business challenges, and develop tailored solutions that address their specific needs and objectives.
6. Collaborate directly with a select group of key customers and partners in the UK to ensure their needs are fully understood and addressed, fostering strong, long-term relationships.
7. Build and maintain strategic account plans that are regularly updated with clear, measurable objectives to track progress and ensure alignment with broader business goals.
8. Evangelise Grass Valley’s vision of the future, helping to guide customers through the transition from traditional broadcast architectures to innovative, software-driven solutions.
9. Provide regular reporting on sales performance, market conditions, and competitor activity, and adjust strategies as needed to capitalise on new opportunities.
10. Promote a culture of excellence within the broader Northern Europe sales team by leading by example, demonstrating high standards of professionalism, and consistently delivering exceptional results.

What you’ll need to be successful:

1. Degree education or equivalent.
2. Extensive experience in sales or commercial development within the UK broadcast or media industry.
3. A strong network of established relationships within the UK broadcast market, particularly with major broadcasters and industry stakeholders.
4. A tenacious and driven approach, with a demonstrated ability to work hard, persevere, and creatively overcome obstacles to close deals and achieve success.
5. Proven track record of building and managing a successful book of business, with a focus on strategic growth.
6. Experience in developing and executing local market strategies that align with broader organisational goals.
7. Strong ability to engage with and influence key decision-makers across all levels, including C-suite executives such as COOs, CTOs, and CFOs.
8. Excellent written, verbal, and presentational communication skills, with the ability to articulate complex concepts clearly and persuasively.
9. Confident, energetic, and adept at building and maintaining relationships both in person and remotely.
10. Availability for regular travel within the UK, with occasional travel abroad as required.
11. Ability to work under pressure and meet tight deadlines while maintaining a high level of professionalism.
12. Experience with Software as a Service (SaaS) models and the ability to guide customers through transitions to these solutions is highly desirable.
13. Proven ability to meet or exceed sales targets.

Grass Valley offers competitive compensation packages in an energising and supportive work environment.

This job description is intended to describe the general nature and level of work involved for this job. It is not an exhaustive list of all responsibilities, duties and skills required of this job.

Grass Valley is an equal opportunity employer and makes employment decisions without regard to gender, marital status, race, religion, colour, age, disability, sexual orientation or protected veteran status.